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2010/2011 National Sales Compensation and Practices Survey

Employers Resource Association www.hrxperts.org | 513-679-4120

Published: January 2011 Next Publication: January 2012

2010 / 2011 National Sales Compensation & Practices Survey

An Employer Associations of America (EAA) Sponsored Survey MRA – The Management Association coordinated this survey in cooperation with 17 associations nationwide who are part of the Employer Associations of America (EAA). Published: January 2011 Next Publication: January 2012

Confidential Survey Report This survey is provided with the understanding that the information will:

remain strictly confidential be restricted to authorized personnel only not be used in collective bargaining or grievance proceedings protect, completely, organizational identity

© 2011 Employer Associations of America (EAA): All rights reserved. This survey is provided to the recipient to use as an internal compensation resource. Sharing content or publication in written or electronic form outside your organization is prohibited without the written permission of Employer Associations of America.

© 2011 Employer Associations of America (EAA)

Use of Employers Associations of America (EAA) Surveys

The Employer Associations of America (EAA) conducts and compiles annual surveys solely to assist management in determining relevant wages, salaries, benefits, and practices. The survey results are enhanced when used in conjunction with other sources of information.

Surveys provide a valuable tool for use in determining how an organization’s pay structure relates to those in a given area. Survey users should not use the data as absolute compensation standards. Many factors, such as changes in the mix of participating organizations or the level of employment in the community, can affect the data and the results. Please exercise care when utilizing survey data. Specific results should be examined in the context of overall survey findings and the general economic situation prevailing at the time the data were gathered.

Policy Statement

Association surveys are most effectively used when employed as a guide for management together with other data to determine the organization's position and its alternatives and in advance of actual bargaining and as a reference during bargaining but removed from the actual bargaining sessions. Since this survey is confidential, it is suggested that no direct reference be made to it in bargaining or in discussions with employees. There is little to gain and much to lose by using or referring to this survey data directly in bargaining. Both legal and practical considerations are involved.

All Rights Reserved Copyright 2011 Employer Associations of America

This survey is for the exclusive use of the recipient. Quotation from, or reproduction of, any part of the material contained in this survey, in any form or by any means without prior permission in writing from Employer Associations of America is prohibited. All questions about or requests to reproduce the information in this survey should be directed to: MRA – The Management Association, Survey Department, P.O. Box 911, Pewaukee, WI 53072-0911, (262) 696-3508, e-mail: [email protected]


Table of Contents Page Participating Employer Associations (EAA) ...................................................... i

Introduction .......................................................................................................... iii Variances in Compensation Strategies and Survey Cycles ........................... iii Profile of Participating Companies ................................................................. iv Industry Breakouts ......................................................................................... v U.S. Region Map ............................................................................................ vi Survey Methodology, Analyzing the Data & Statistical Parameters ............... vii Definitions of Survey Terms ........................................................................... viii National Participant List – Companies ............................................................... x PART I: POSITION SUMMARY REPORTS

Sales Management Positions Job Code

10 Top Sales Executive Combined Compensation Type ....................................... 1 Straight Salary ................................................................. 3 Base Salary + Commission.............................................. 5 Base Salary + Bonus ....................................................... 7 Base Salary + Commission + Bonus ............................... 9 Straight Commission (Insufficient Data) .......................... -

Commission + Bonus (Insufficient Data).......................... - 20 International Sales Manager Combined Compensation Type ....................................... 11 Straight Salary ................................................................. 13 Base Salary + Commission.............................................. 15 Base Salary + Bonus ....................................................... 17 Base Salary + Commission + Bonus ............................... 19 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... - 30 General Sales Manager Combined Compensation Type ....................................... 21 Straight Salary ................................................................. 23 Base Salary + Commission.............................................. 25 Base Salary + Bonus ....................................................... 27 Base Salary + Commission + Bonus ............................... 29 Straight Commission (Insufficient Data) .......................... -

Commission + Bonus (Insufficient Data).......................... -

50 Sales Manager Combined Compensation Type ....................................... 31 Straight Salary ................................................................. 33 Base Salary + Commission.............................................. 35 Base Salary + Bonus ....................................................... 37 Base Salary + Commission + Bonus ............................... 39 Straight Commission (Insufficient Data) .......................... -

Commission + Bonus (Insufficient Data).......................... -


Table of Contents (continued)

Sales Management Positions (cont’d)

Job Code Page 60 District Sales Manager Combined Compensation Type ....................................... 41 Straight Salary ................................................................. 43 Base Salary + Commission.............................................. 45 Base Salary + Bonus ....................................................... 47 Base Salary + Commission + Bonus ............................... 49 Straight Commission (Insufficient Data) .......................... - Commission + Bonus ....................................................... 51 70 Sales Trainer Combined Compensation Type ....................................... 53 Straight Salary ................................................................. 55 Base Salary + Commission.............................................. 57 Base Salary + Bonus ....................................................... 59 Base Salary + Commission + Bonus (Insufficient Data) .. - Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... -

Outside Sales Positions

100 Field Sales Supervisor Combined Compensation Type ....................................... 61 Straight Salary (Insufficient Data) .................................... - Base Salary + Commission.............................................. 63 Base Salary + Bonus ....................................................... 65 Base Salary + Commission + Bonus ............................... 67 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data) .......................... - 110 National Accounts Manager Combined Compensation Type ....................................... 69 Straight Salary ................................................................. 71 Base Salary + Commission.............................................. 73 Base Salary + Bonus ....................................................... 75 Base Salary + Commission + Bonus ............................... 77 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... - 120 Sales Engineer Combined Compensation Type ....................................... 79 Straight Salary ................................................................. 81 Base Salary + Commission.............................................. 83 Base Salary + Bonus ....................................................... 85 Base Salary + Commission + Bonus ............................... 87 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... -



Outside Sales Positions (cont’d)

Job Code Page

130 Sales Representative / Account Executive - Senior Combined Compensation Type ....................................... 89 Straight Salary ................................................................. 91 Base Salary + Commission.............................................. 93 Base Salary + Bonus ....................................................... 95 Base Salary + Commission + Bonus ............................... 97 Straight Commission ........................................................ 99 Commission + Bonus ....................................................... 101 150 Sales Representative / Account Executive Combined Compensation Type ....................................... 103 Straight Salary ................................................................. 105 Base Salary + Commission.............................................. 107 Base Salary + Bonus ....................................................... 109 Base Salary + Commission + Bonus ............................... 111 Straight Commission ........................................................ 113 Commission + Bonus ....................................................... 115 160 Sales Representative – Junior Combined Compensation Type ....................................... 117 Straight Salary ................................................................. 119 Base Salary + Commission.............................................. 121 Base Salary + Bonus ....................................................... 123 Base Salary + Commission + Bonus ............................... 125 Straight Commission (Insufficient Data) .......................... - Commission + Bonus ....................................................... 127 170 Sales Trainee Combined Compensation Type ....................................... 129 Straight Salary ................................................................. 131 Base Salary + Commission (Insufficient Data) ................ - Base Salary + Bonus ....................................................... 133 Base Salary + Commission + Bonus ............................... 135 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... -

Inside Sales Positions 200 Telephone Sales Representative / Inside Sales Representative Combined Compensation Type ....................................... 137 Straight Salary ................................................................. 139 Base Salary + Commission.............................................. 141 Base Salary + Bonus ....................................................... 143 Base Salary + Commission + Bonus ............................... 145 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... -



Inside Sales Positions (cont’d)

Job Code Page

210 Order Processing Supervisor Combined Compensation Type ....................................... 147 Straight Salary ................................................................. 149 Base Salary + Commission (Insufficient Data) ................ - Base Salary + Bonus ....................................................... 151 Base Salary + Commission + Bonus (Insufficient Data) .. - Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... - 220 Telephone Order Processing Representative Combined Compensation Type ....................................... 153 Straight Salary ................................................................. 155 Base Salary + Commission.............................................. 157 Base Salary + Bonus ....................................................... 159 Base Salary + Commission + Bonus ............................... 161 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... -

Customer Service Positions

300 Customer Service Manager Combined Compensation Type ....................................... 163 Straight Salary ................................................................. 165 Base Salary + Commission.............................................. 167 Base Salary + Bonus ....................................................... 169 Base Salary + Commission + Bonus ............................... 171 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... - 310 Customer Service Supervisor Combined Compensation Type ....................................... 173 Straight Salary ................................................................. 175 Base Salary + Commission (Insufficient Data) ................ - Base Salary + Bonus ....................................................... 177 Base Salary + Commission + Bonus ............................... 179 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... - 320 Customer Service Representative III (Technical Advisor) Combined Compensation Type ....................................... 181 Straight Salary ................................................................. 183 Base Salary + Commission.............................................. 185 Base Salary + Bonus ....................................................... 187 Base Salary + Commission + Bonus ............................... 189 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... -



Customer Service Positions (cont’d)

Job Code Page 330 Customer Service Representative II (Experienced) Combined Compensation Type ....................................... 191 Straight Salary ................................................................. 193 Base Salary + Commission.............................................. 195 Base Salary + Bonus ....................................................... 197 Base Salary + Commission + Bonus ............................... 199 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... - 350 Customer Service Representative I (Entry Level) Combined Compensation Type ....................................... 201 Straight Salary ................................................................. 203 Base Salary + Commission.............................................. 205 Base Salary + Bonus ....................................................... 207 Base Salary + Commission + Bonus ............................... 209 Straight Commission (Insufficient Data) .......................... - Commission + Bonus (Insufficient Data).......................... -

PART II: COMMISSION & BONUS PLAN SUMMARIES

Sales Management ........................................................................ 211 Outside Sales ................................................................................. 215 Inside Sales and Customer Service .............................................. 218 PART III: BENEFITS & PRACTICES Motivation and Training – Sales Force ..................................................... 223

Benefits Summary – Outside Sales Force ................................................ 223

Expense Allowance Practices – Sales Management and Outside Sales Vehicles Company Owned or Leased Vehicles ............................................ 224 Sales Personnel Owned or Leased Vehicles ................................. 228 Expenses Cell Phones ................................................................................... 230 Entertainment ................................................................................ 231 Lodging and Meals ........................................................................ 231 Parking and Traffic Violations ......................................................... 231 Incidental Out-of-Pocket Expenses ............................................... 232 Home Office Items .......................................................................... 233 Air Fare and Frequent Flyer Programs .......................................... 233 PART IV: TERRITORY COVERED ................................................................. 234 PART V: INDEPENDENT SALES REPS (selected information) ....................... 234

© 2011 Employer Associations of America (EAA) i

Participating Employer Associations (EAA)

This survey was coordinated and sponsored with the cooperation of the following associations:

American Society of Employers Southfield, MI www.aseonline.org

Kevin [email protected]

248.353.4500

Cascade Employers Association Salem, OR www.cascadeemployers.com

Tina [email protected]

503.585.4320

Employers Assoc. of Florida, Inc. Longwood, FL www.eafinc.org

Christine [email protected]

407.260.6556

Employers Assoc. of the NorthEastAgawam, MA www.eane.org

Mark [email protected]

877.662.6444

Employers Association of West MichiganMuskegon, MI www.eawm.net

Lisa [email protected]

231.759.0916

Employers Resource Association Cincinnati, OH www.hrxperts.org

Douglas [email protected]

513.679.4120

Employers Resource Council (ERC)Mayfield Village, OH www.ercnet.org

Katie [email protected]

440.947.1291

MEA - MidAtlantic Employers' AssociationKing of Prussia, PA www.meainfo.org

Susan [email protected]

800.662.6238

MSEC (Mountain States Employers Council, Inc.) Denver, CO www.msec.org

Sue [email protected]

303.223.5344

Continued next page

© 2011 Employer Associations of America (EAA) ii

Participating Employer Associations (continued)

MRA–The Management AssociationWisconsin Waukesha, WI (Coordinating Association) www.mranet.org

Bonni [email protected]

262.696.3508

MRA–The Management AssociationIowa/Western Illinois Moline, IL www.mranet.org

Laurie [email protected]

309.764.8354

MRA–The Management AssociationNorthern Illinois Palatine, IL www.mranet.org

Nancy [email protected]

847.963.9860

The Employers Association, Inc. Lincoln, RI www.the-employers.org

Paul [email protected]

401.732.6788

The Employers Council - Utah Salt Lake City, UT www.ecutah.org

Kimberly [email protected]

801.364.8479

The Management Association of Illinois Downers Grove, IL www.hrsource.org

Kristy [email protected]

800.448.4584

Trusight (formerly Employers Association, Inc.) Plymouth, MN www.trusightinc.com

George [email protected]

763.253.9100

Washington Employers Seattle, WA www.wa-emp.com

Darlene [email protected]

206.329.1120

Please refer to the association nearest you for additional information regarding this survey.

© 2011 Employer Associations of America (EAA) iii

Introduction

This is the 21st Annual National Sales Compensation & Practices Survey conducted with seventeen employer associations. MRA – The Management Association coordinated the survey. This comprehensive survey contains hard to find, up-to-date compensation, benefits, practices and expense allowance information. 707 U.S. firms submitted data, which includes industry breakouts and incumbent based information with 8,995 rates reported.

Survey Features:

21 positions spanning a full sales force from executive to inside sales and customer service Salary reports show base pay, variable pay, and total compensation Compensation Strategies (6 types of incentive strategies, plus Combined Compensation

which summarizes all six types) Gross Sales Volume (3 breakouts) Commission & Bonus Plan Summaries and Expense Allowance Practices Industry Types (14 breakouts) Regions (6 breakouts) Associations (17 breakouts)

NEW: Combined Compensation Type

For each position, a “Combined Compensation Type” was added. This rolls up the data from the six compensation strategies also shown for each position.

Variances in Compensation Strategies and Survey Cycles

Sales compensation plans may or may not have a cap limiting compensation. Occasionally, the absence of a cap, coupled with one or more significant sales performance events, will push total compensation to high six-figure levels. It is important to note that these high rates of pay do occur in the market. These cases will usually be observed in the p90 measures, but may also impact weighted and unweighted averages. In smaller samples their impact can be pronounced. As data are combined with larger samples, the visible impact decreases in magnitude. We suggest using q1, median, and q3 of total compensation in cases where data are skewed.

When using data in this survey, it is important to note that companies vary significantly in the mix of how they deliver compensation to direct sales staff. Some rely heavily on commissions while others use greater amounts of base or bonus. Thus, the most relevant survey analysis for direct sales staff is focused on total compensation. Total compensation is generally a less volatile measure of the market for direct sales.

Organizations tend to place greater emphasis on base pay for top management and lower

level support jobs. Thus, both base pay and total compensation are important. Jobs with a high base component in the mix are less likely to vary in unexpected ways from one survey cycle to the next.

When making year-to-year comparison, users of the survey may see some changes due to shifts in the demographic profile.

© 2011 Employer Associations of America (EAA) iv

Profile of Participating Companies

The effective date of the data is September 2010, and the publication date is January 2011.

Total Responses (A list of participating companies can be found on pages x - xiv)

707 organizations 21 selected occupations 8,995 employees

Primary Customer Type (To whom the salesperson sells. The number in parentheses represents the number of sales reps,

not companies) Consumer (1,368 sales reps) Distributors / Wholesalers (2,161 sales reps) Retailers (1,241 sales reps) Industry (4,225 sales reps)

Geographic Region (a map of the U.S. regions can be found on page vi)

Great Lakes (496 companies) Pacific (61 companies) Northeast (45 companies) Mountain (47 companies) Southeast (27 companies) Central (31 companies)

Association Breakouts (includes all data for association, regardless of geographic location of respondents)

American Society of Employers (MI) (56 companies) Cascade Employers Association (OR) (15 companies) Employers Association of Florida, Inc. (FL) (5 companies) Employers Association of the NorthEast (CT & MA) (12 companies) Employers Association of West Michigan (MI) (8 companies) Employers Resource Association (OH) (114 companies) ERC (OH) (40 companies) Mid-Atlantic Employers Association (PA) (12 companies) Mountain States Employers Council (CO) (37 companies) MRA – The Management Association (IA/Western IL) (5 companies) MRA – The Management Association (Northern IL) (14 companies) MRA – The Management Association (WI) (184 companies) The Employers Association, Inc. (RI) (1 company) The Employers Council (UT) (6 companies) The Management Association of Illinois (IL) (49 companies) Trusight (formerly Employers Association) (MN) (112 companies) Washington Employers (WA) (37 companies)

Gross Sales Volume

0.0 to 26.9 Million (345 companies) 27.0 to 99.9 Million (240 companies) 100.0 Million + (122 companies)

Industry Breakouts – see next page

© 2011 Employer Associations of America (EAA) v

Industry Breakouts

This list reflects the industry breakouts available for this survey. For reference, the industry category along with the North American Industry Classification System (NAICS) is shown. The two-digit and three-digit sector numbers are broad categories.

Abbreviated NAICS Code

Category Name Number of Companies

Natural Resources and Mining 3 11 Agriculture, Forestry, Fishing, & Hunting 21 Mining 22 Utilities 2 23 Construction 13

Non-Durable Goods Manufacturing 137 311-312 Food and Beverage Manufacturing 313-316 Textile and Apparel Manufacturing

322 Paper Manufacturing 323 Printing and Related Support Activities 324 Petroleum and Coal Products Manufacturing 325 Chemical Manufacturing 326 Plastics and Rubber Products Manufacturing

Durable Goods Manufacturing 300 321 Wood Product Manufacturing 327 Non-Metallic Mineral Product Manufacturing 332 Fabricated Metal Product Manufacturing 333 Machinery Manufacturing 334 Computer and Electronic Product Manufacturing 335 Electrical Equipment, Appliance, and Component Manufacturing 336 Transportation Equipment Manufacturing

337-339 Miscellaneous Manufacturing Wholesale and Retail Trade 106

42 Wholesale Trade 44-45 Retail Trade 48-49 Transportation and Warehousing 8

Information 12 51 Information (communication, publishing, broadcasting)

Financial Activities 18 52 Finance and Insurance 53 Real Estate and Rental and Leasing

Professional and Business Services 37 54 Professional, Scientific, and Technical Services 55 Management of Companies and Enterprises

56 Administrative and Support and Waste Management and Remediation Services

Educational and Health Services 24 61 Educational Services 62 Health Care and Social Assistance

Leisure and Hospitality 5 71 Arts, Entertainment, and Recreation 72 Accommodation and Food Services 81 Other Services (except Public Administration) 42 92 Public Administration 0

© 2011 Employer Associations of America (EAA) vi

U.S. Region Map

Mountain Region

Northeast Region

Great Lakes

Region

Southeast Region

Hawaii

Central Region

Pacific Region

© 2011 Employer Associations of America (EAA) vii

Survey Methodology Online questionnaires were used to gather data for this survey. Telephone and e-mail verifications were made with the participants when data required clarification. Data that cannot be verified or are not a good match are not used. Twenty-one sales occupations were surveyed using job descriptions to ensure the accuracy of reporting. Participants were asked to base their job match on the benchmark job description, not on job title. The company’s position and the benchmark description should be at least 70% similar. Companies were asked to report only on full-time Sales Personnel who work out of a local office, agency or distributor and are on the company’s payroll as follows:

salary data on an annual basis in effect as of September 2010 bonus and commission earnings on an annual basis, using the company’s last fiscal

or calendar year to obtain a full 12-month period

All compensation data are collected for each incumbent (rather than an average for all incumbents in that position). Although only full-time Sales Personnel who are on the company’s payroll were included in the compensation, benefits and practices sections, a special section gathers information on the use of Independent Sales Reps and compensation.

Analyzing the Data As with all things statistical, survey data is subject to both the quality of data inputs and the timing of the survey process. The following points should be considered when analyzing survey data.

Skewing of the data – In all surveys, there can be skewing of the data. By comparing averages to medians, skewing is easy to find. When an average is significantly greater than the corresponding median, the data may be skewed high (or vice versa). In other words, for that particular data breakout, there are data that are significantly above the next higher rate (and vice versa).

Aging survey data – All survey data should be appropriately aged. Data collected for surveys are time-sensitive, reflecting a specific point or date in time. Therefore, to accurately reflect such data, all pay rates should be aged according to relevant adjustment rates.

Statistical Parameters When the following parameters are not met, the data are suppressed:

If there are not at least three companies, the data for both base pay and total compensation are suppressed and not shown.

When there are fewer than than five companies, quartiles and percentiles for both base pay and total compensation are suppressed.

There must be at least 5 companies before the two extreme statistics (10th and 90th percentiles or P10 and P90) can be calculated for base pay and total compensation.

© 2011 Employer Associations of America (EAA) viii

Definitions of Survey Terms for Compensation

These are the definitions for the headings that appear at the top of the Position Summary Reports on pages 1–210. (Job No.) Job Title (1) Job Description (2)

# of Orgs

# of Emp

Base Pay (5) Variable Pay (11)

Total Compensation (15) Bonus (12) Commission

(14)

Un-Wtd Avg

Wtd Avg P25 Median P75 Wtd Annual Avg Wtd Annual Avg

Un-Wtd Avg

Wtd Avg P10 P25 Median P75 P90

(3) (4) (6) (7) (8) (9) (10) (13) (13) (16) (17) (18) (8) (9) (10) (19)

(1) Job Number and Job Title: The position’s number, as grouped

by function, and the title of the occupation. (2) Job Description: Benchmark summary of skill and

responsibility level performed in a job. (3) # of Orgs: Number of organizations reporting on the position

surveyed. (4) # of Emp: Number of incumbents (employees) reported in the

position surveyed. (5) Base Pay: The actual base compensation paid to an individual;

based on salary in effect as of September 2010. (6) Un-Wtd Avg Base: The simple average of the organizations’

straight salary and/or base salary data; calculated as the sum of all straight salaries or base salaries in a category divided by the number of organizations.

(7) Wtd Avg Base: The simple average of the employees’ straight salary and/or base salary data; calculated as the sum of all straight salaries or base salaries in a category divided by the number of employees.

Interquartile Ranges (8, 9, 10): Selected ranges based on pay rates, as rates are individually ranked from lowest to highest by salary reported.

(8) P25: The first quartile; also referred to as the 25th percentile. This is the rate in a ranked order (or distribution) of incumbent rates (low to high) equal to or greater than lowest 25% of the total rates.

(9) Median: The 50th Percentile; the rate at which 50% of rates are above and 50% are below; the middle rate in the distribution of rates (low to high).

(10) P75: The third quartile; also referred to as the 75th percentile. This is the rate in a ranked order (or distribution) of incumbent rates (low to high) equal to or greater than lowest 75% of the total rates.

(11) Variable Pay: Commission or bonus earnings paid to incumbents; summarized on an annual basis; can be reported as paid for the last fiscal or calendar year.

(12) Bonus: A cash bonus arrangement as may be related to overall volume, gross or discretionary margin from sales or other criteria.

(13) Wtd Annual Avg: The annual average of commission or bonus earnings; based on incumbents in the category.

(14) Commission: Earnings related directly to individual sales or revenue.

(15) Total Compensation (TC): Sum of all cash compensation paid including annual salary, annual commission, and annual bonus; commission and bonus compensation based on the company’s last fiscal or calendar year in order to have a full 12-month period.

(16) Un-Wtd Avg TC: Simple average of the organizations’ total cash compensation (including those that did not receive commission and/or bonus compensation) and then dividing by the number of organizations reported in the position.

(17) Wtd Avg TC: The simple average of employees’ total annual cash compensation (including base salary, bonus and/or commission) based on the number of employees in the position.

(18) P10: The 10th percentile; the rate at which 10% of incumbents are at or below and 90% are at or above.

(19) P90: The 90th percentile; the rate at which 90% of incumbents are at or below and 10% are at or above.

© 2011 Employer Associations of America (EAA) ix

Definitions of Survey Terms for Compensation (continued)

These terms can be found in the survey profile and/or compensation data. 1. Compensation Strategies: Participating companies could report their employees in any of

the six pay plans listed below. The data are shown separately for each of the six pay plans and are also shown combined.

Combined Compensation Type (NEW): Total compensation for all pay types combined.

1. Straight Salary: Only straight salary paid (does not include overtime, if paid); no commission or bonus plan pay arrangement

2. Straight Salary Plus Commission: Straight salary plus paid commission based on individual sales or revenue

3. Straight Salary Plus Bonus: Straight salary plus a cash bonus arrangement as may be related to overall volume, gross, or discretionary margin from sales or other criteria

4. Straight Salary Plus Commission Plus Bonus: Straight salary plus paid commission based on individual sales and revenue plus a bonus related to overall volume or other criteria

5. Straight Commission: Earnings related directly to individual sales or revenue; in cases where draws are advanced against commissions, do not consider such amounts as salary

6. Commission Plus Bonus: Earnings related directly to individual sales and revenue plus paid cash bonus as may be related to volume, gross profit, or other criteria

2. Primary Customer Types: Refers to the customer to whom the salesperson primarily sells.

Some companies may have more than one type of customer.

Industry Distributors / Wholesalers Retailers Consumer

3. Gross Sales Volume: Gross sales volume includes sales / revenues or net assets (for

financial and insurance companies) for the last fiscal year, of all units encompassed by the unit for which compensation data were reported

4. Regions: see the US Region Map on page vi.

National Participant List – Companies

© 2011 Employer Associations of America (EAA) x

The EAA’s thank their members that submitted data, making this survey possible. This list is organized alphabetically by company name.

A A. R. Sandri Aaron Equipment Co. AbeTech ABP Induction, LLC AccuVal Associates, Inc. ACI Communications, Inc. Acme Industrial Company Acromag, Inc. ACT Teleconferencing Services,

Inc. Adcare Health Systems Advanced Microscopy Group Advantech Manufacturing, Inc. AGC Chemicals Agie Charmilles AirWay Technologies, Inc. Alaska Marine Lines, Inc. AlcoTec Wire Corporation Algas-SDI International LLC Alloy Bellows & Precision Welding

Inc. Alter Trading Corporation AM Equipment Amer Sports Winter & Outdoor American Cancer Society American Fluorescent Corp. American Furukawa, Inc. American Hose & Fittings, Inc. American Hotel Register Company American Roller Company American TV & Appliance, Inc. Amesbury Group PPi Inc. Amorim Cork Composites Anderson Dahlen, Inc. ANIMART Applied Products Inc. Aptar-Mukwonago Argent International Aris Horticulture, Inc. Arobotech Systems, Inc. ART Technologies, Inc. Art Van Furniture, Inc. Artos Engineering Co. asap promotions inc.

Aseptico, Inc. ASI DataMyte, Inc. ASI Technologies ASQ Asset Marketing Services, Inc. Associated Bag Company Associated Integrated Supply Chain

Solutions ATS/VerifyProtect.com Australis Aquaculture, LLC Avatar Corporation Aveda Corporation Aviation Supplies and Academics,

Inc. B

Badger Color Concentrates, Inc. Badger Land Car Wash Equipment

and Supplies Badger Mining Corporation Balluff, Inc. Banner Stamping Company Batteries Plus Bauer Welding & Metal Fabricators,

Inc. Benda-Lutz Corporation Berkshire Corporation Best Upon Request Beta LaserMike Inc. Bevco Precision Mfg. Bielinski Homes, Inc. Birchwood Laboratories BloodCenter of Wisconsin Blue Cross & Blue Shield of Rhode

Island Blue Sea Systems, Inc. Bock Water Heaters, Inc. Boehringer Laboratories Boehringer-Ingelheim, Roxane, Inc.Bona US Botsford Health Care Bourns Automotive Division Bowman Manufacturing Braaten Health, LLC Bradley Corporation Bridgeview Aerosol, LLC Briohn Building Corp.

Buffalo Industries LLC Bulk Molding Compounds, Inc. Burroughs Payment Systems Business Information Solutions, Inc.Butler Insurance Service , Inc.

C C.H. Dean, Inc. C.TRAC information solutions Cannon Equipment Capital Investment Services of

America, Inc. Capitol Stampings Corp. Carbonair Environmental Systems,

Inc. Carco Industries Inc. CarePoint Partners CarePoint Partners Baton Rouge CarePoint Partners Dallas CarePoint Partners Fairmont CarePoint Partners Jacksonville CarePoint Partners Philadelphia CarePoint Partners Providence CarePoint Partners Scranton CarePoint Partners Youngstown Cargill Kitchen Solutions Car-Part.com Catholic Aid Association CB Manufacturing & Sales Co., Inc.Center for Diagnostic Imaging Chef Craft Corp. Chelsea & Scott, Ltd Chemical Associates of Illinois Chicago Communications, LLC Cincinnati Incorporated Cincinnati USA Convention &

Visitors Bureau Cindus Corporation Circle, Inc. CL&D Graphics, Inc. Clack Corporation Clarity Health Services Clark-Reliance Corp. Clasen Quality Coatings CM Packaging Group, Inc. CMD Corporation

National Participant List – Companies (cont.)

© 2011 Employer Associations of America (EAA) xi

Coating Excellence, Int'l Coilcraft, Inc. Cold Jet, LLC Coleman Natural Foods, LLC Columbus Chemical Industries, Inc. Comprehensive Health Education

Foundation Cone's Repair Service, Inc DBA

Dan Cone Group Conney Safety Products, LLC Consolidated Health Services, Inc. Construction Forms, Inc. Construction Specialties Continental Cooper Lighting Cornwell Quality Tools Company Corporate One Federal Credit Union Cowgirl Tuff Company Cramer Coil & Transformer Co., Inc. Cranston Machinery Crest Healthcare Supply CSG Systems, Inc. Cubic Designs, Inc. Cymbet Corporation

D Dainippon SCREEN Graphics USA,

LLC Dantom Systems, Inc. Dart Chart David C Cook David Michael & Co., Inc. Dayton Rogers Mfg. Co. DCI Marketing Inc. DCI, Inc. Deceuninck N A Dedicated Computing Delta Industrial Services, Inc. DEMCO DENSO International America, Inc. Deringer-Ney Inc. Determan Brownie, Inc. Detroit Medical Center Detroit Stoker Company DHI Corp. Dings Co. Diversatek, Inc. Doig Corporation Domino's Pizza LLC

DORMA Architectural Hardware Downing Displays Dr. Hauschka Skin Care Inc. DRB Systems, Inc. Dynamic Group Dyne Systems, Inc. Dynex/Rivett Inc.

E E & O Tool & Plastics, Inc. E.A. Sween Company Eagle:XM Eastern Oil Company ECA ECM Publishers, Inc. EDCO Products, Inc. eDocument Resources Eggers Industries Inc. Electronic Technologies

International, Inc. Elegant Fare, Inc. Elk River Machine Company Ellsworth Corporation Emerald Home Furnishings Enerco Group Inc. Engineered Plastics Corp. Engis Corporation Entertainment Publications LLC Environmental Systems, Inc. Equus Computer Systems Essential Industries, Inc. Exlar Corporation

F F&M Mafco, Inc. Falcon Packaging, LLC Fall Creek Farm & Nursery, Inc. Far Bank Enterprises Fischer Precise USA Flambeau Inc. Force Control Industries Formica FP International Frabill, Inc. Freeman Mfg. & Supply Fristam Pumps USA Ltd PartnershipFryer Knowles, Inc. Fusion Inc. Fusite

G Galco Industrial Electronics GearGrid Corporation Gehl Foods, Inc. Gemini Incorporated Generac Power Systems, Inc. Genesis Systems Group GETRAG Transmissions

Corporation Ghent Manufacturing, Inc. GJ Pepsi Bottling, Co. of ColumbusGlobe Machine Mfg. GM Nameplate, Inc. GP Parking Inc. Grande Cheese Company Granite Microsystems Great Lakes Educational Loan

Services, Inc. Greater Twin Cities United Way Group Health Cooperative of South

Central Wisconsin Group Publishing, Inc. GS Hydraulics, Inc

H H.O. Bostrom Company, Inc. Hadrian Inc. Hanratty and Associates Harken Inc. Harlow-HRK Sales & Marketing, Inc.Harper Corporation of America Hartung Glass Industries Haumiller Engineering Hawkins, Inc. hc brill Heatbath Corporation Hedberg Aggregates Helvoet Pharma Inc. Hennepin Faculty Associates Herb Pharm Heska Corporation Hilltop Basic Resources, Inc. HiRel Systems Hiwin Corporation HLS One, LLC dba The Buckeye

Corner Hoffmaster Group, Inc. Holland LP Holly Corporation


© 2011 Employer Associations of America (EAA) xii

Holmberg Co. Inc. Home Buyers Warranty Corp. Horizon Retail Construction Horn Packaging Corporation Hoselton Environmental Group, Inc. HR Profile Hubert North America Sales LLC Huf NA Hufcor, Inc. HUI HyQuip, Inc.

I Identification Services Inc. IEWC Ilitch Holdings, Inc. Indeck Power Equipment Co Independent Pharmacy Cooperative Industrial Fabrics Corporation Industrial Revolution, Inc. Industrial Steel & Wire Infosoft Group Inovonics Corporation Intek Plastics Inc. Interior Concepts Corporation International Master Products

Company Intertech Design Services, Inc. IntriCon Corp Invotec Engineering, Inc. ITE LLC

J J. J. Keller & Associates, Inc. Jet, Inc. JIT Manufacturing, Inc. JobServe USA Corporation John Crane Inc. John R. Green Company Johnson & Quin Johnson Health Tech North America Johnsonville Sausage LLC Jones International, Ltd. JULIE, Inc. Junior Library Guild JW Speaker Corporation

K Kadant Black Clawson Inc. Karl Dungs, Inc.

Kaysun Corporation Keir Educational Resources Kelchner Kelle Company Ken Cook Co. Kent Adhesive Products Company Kesslers Diamonds Key Knife, Inc. Kittredge Equipment Company Kleingers & Associates Kolene Corporation Kondex Corporation Kongsberg Automotive Korrect Plumbing Co. Koyo Corporation of USA Kracor, Inc. K-TEC, Inc.

L L.B. White Co. Lake Associates, Inc. Lake Shore Cryotronics, Inc. Lakeside Bottling Company Lakeside Foods Lakeside Manufacturing, Inc. Lakeview Industries Inc. Laminators Incorporated Lamplight Lance Gyldenege Construction Co. Latitude Subrogation Services Lawrence Service Co. LDV, Inc. Leanin' Tree Inc. Lexington Manufacturing, Inc. Lightning Eliminators & Consultants,

Inc. Lion Precision Liphatech Inc. Listen Up, Inc. Littleford Day, Inc. Logic PD LOGICARE Corporation LONG Building Technologies, Inc. Lovejoy, Inc. Lube-Power, Inc. Lucas Milhaupt Lumitex, Inc. Lunde Marine Electronics, Inc.

M Macromatic Controls Magid Glove & Safety Magnetek Mail Handling Inc. Mapes & Sprowl Steel Ltd. Marathon Multimedia Maritime Insurance Group Marketing Displays, Inc. Marshall W. Nelson & Assoc., Inc. Mar-Test Inc. Master Magnetics, Inc. MasterGraphics Inc. MasterTag Mate Precision Tooling Materials Processing Corporation Mathison Metalfab, Inc. Matrix Packaging Machinery Inc. Mayville Products Corporation MBW, Inc. McSwain Manufacturing Means Industries, Inc. Medical Group Management Assn. Meister Media Worldwide Melco Industries Memory Suppliers Metal-Era, Inc. Metalwest, LLC. MGS Machine Corporation Michigan Molecular Institute Michigan Spring & Stamping Mid West Fabricating Co. MidCo Inc. Middletown Tube Works Inc. Mid-States Aluminum Corp. Midway Industrial Supply Co. MII Equipment Inc. Milcut, Inc. Miller-St. Nazianz, Inc. Minco Products Inc. MindLeaders, Inc. Miner Enterprises, Inc. MinnPar LLC Mixer Systems, Inc. MM Solutions Modernistic, Inc. Molded Dimensions


© 2011 Employer Associations of America (EAA) xiii

Morrison Products, Inc. Mortgagebot LLC MTI Distributing, Inc. Mubea, Inc. Multicircuits Inc. Mutual Materials Company

N NACM Oregon, Inc. National Association of College

Stores National Business Furniture National Filter Media National Independent Brokers, Inc. National Jewish Health National Safety Apparel, Inc. Naviant, Inc. Nease Corporation NEC Display Solutions of America,

Inc. NeoMetrics Inc. Neosho Trompler Inc. Neundorfer, Inc. New Gencoat Inc. Nexergy, Inc. Nichols Paper & Supply Nidec-Shimpo America Nilpeter USA, Inc. Nol-Tec Systems, Inc. Norka, Inc. Norma Michigan, Inc. Northshore Power Systems, LLC Nott Company NSL Analytical Services, Inc. NxtGen Emission Controls Inc. Nylok LLC

O O.F. Mossberg and Sons, Inc. Ocean Nutrition Ocular Instruments OEM Fabricators, Inc. Ogura Corporation Ohio Indemnity Company Old Republic Surety Company Olsen Tool & Plastics, Inc. Olympic Hot Tub Company Omega Design Corporation omniFAB, LLC

Oregon Freeze Dry, Inc. Oregon School of Massage OurPet's Company

P Pacific Pure-Aid Company dba

Givaudan Pacific Research Laboratories, Inc. Pacific Steamex Pacor, Inc. Pakor, Inc. Palermo Villa Inc. PaR Systems Inc. Parascript Paratech Inc. Partner Professional Staffing Patch Products PCMS Datafit, Inc. Pearson Candy Company Pennsylvania Machine Works, Inc. PensionTrend Investment Advisers,

LLC Pentax Imaging Company Perio Inc PetroCard, Inc. Pettit Oil Company PIC Wire & Cable Pillar Technologies Pipe Line Development Co. Placon Polyfab Corp. Polyfirst Packaging, Inc. Portal, Inc. Power Electric Distribution, Inc. PRC Medical, LLC Preformed Line Products Company Premix, Inc. Premold Corp. Primera Technology Proctor Sales, Inc. Publication Printers Corp.

Q Q Lab Corporation QStart Labs LLC Quabbin Wire & Cable Co. Inc. Quality Assured Label, Inc. Quality Bicycle Products

R R L Deppmann Racine Metal-Fab, Ltd Radix Wire Company Rainbow Tree Company Ranpak Corp Rayconnect, Inc. Reading Rock, Inc. Reed Switch Developments Corp. Refrigeration Sales Corp. Regal Ware, Inc. Reich Tool & Design Reid Entities Research Products Corporation Ricerca Biosciences, LLC Richards Industries Richardson Electronics RMO, Inc. Robbins Inc. Robert Bosch Packaging

Technology, Inc ROSS Controls Rottler Manufacturing Royal Tire Inc. RS Electronics RSR Group, Inc. Russel Metals Williams Bahcall Inc.

S Sabes Jewish Community Center Sartori Food Corporation Satellite Industries, Inc. SATO Labeling Solutions America,

Inc. Scanner Applications Schiller Grounds Care, Inc. Schroeder Milk Company, Inc. Schwickert's of Mankato Scientific Protein Laboratories Security National Automotive

Acceptance Corporation Sensus LLC Sentry Equipment Corp. SETCO Sales Co. SICO America Inc. Signcaster Corp dba Johnson Plastics Smead Mfg. Co. Solar Plastics, Inc.


© 2011 Employer Associations of America (EAA) xiv

Sparboe Farms Spectralytics SPI Lighting, Inc. SSI Technologies St Anthony Messenger Press ST International Stan Koch & Sons Trucking, Inc. Standard Imaging, Inc. Steep & Brew Stored Energy Systems Storopack, Inc. Strategic Fundraising, Inc. Stylmark, Inc. Summit Business Media

T Tailored Label Products Tallgrass Restoration, LLC Tanis, Inc. Tape Products Co. TCA Financial, Inc. Technoform Teel Plastics, Inc. Teledyne Tekmar Co. Tescom The Adventurous Child The Ahola Corporation The Armor Group, Inc. The Brewer Co. The Buckeye Stamping Co. dba

Buckeye Shapeform The Dental Care Plus Group The Dieringer Research Group, Inc. The Finest Accessories, Inc. The H. P. Manufacturing Company,

Inc. The Hillman Group The James Hotel The Kinetic Co., Inc. The Malish Corporation The Marek Group The Mark Travel Corporation The New York Blower Co.

The Penray Companies, Inc. The Penworthy Company The Shepherd Color Company The US Playing Card Company Thermo-Tech Windows things remembered Thomas Engineering Company TigerStop LLC Timber Products Company TIP Technologies, Inc. Toll Company Tolomatic, Inc. Tone Commander Systems Inc Tonka Equipment Company Tonka Equipment Company Total Quality Logistics Toyobo Kureha America TP Mechanical Contractors Transportation Solutions Group,

LLC TRC Global Solutions, Inc. Trelleborg Sealing Profiles Trico Products TURCK Inc. Twin City Fan Companies, Ltd.

U – V U.S. Axle, Inc. U-Line Corporation Unifund United Air Specialists United Bay Community Credit UnionUnited Hardware Distributing Co Universal Universal Cooperatives, Inc. USP Structural Connectors Value Plastics, Inc. Velvac, Inc. Verifications Inc ViaWest, Inc. Vibro/Dynamics Corp. Viking Eng. & Dev. Inc. Visa Lighting

Vishay Micro-Measurements Inc. Vogel Seed & Fertilizer, Inc.

W Waibel Energy Systems, Inc. Waltco Lift Corp. Warner Manufacturing Co. Washington Air Reps, Inc. Water Pik, Inc. Waterous Company Watersaver Company, Inc. Wauconda Tool & Engineering Waukesha Metal Products Wausau Equipment Company, Inc. Webb Chemical Service

Corporation Weldaloy Products Company WEM Automation Weschler Instruments Wescor, Inc. wetpaint.com, inc. Widen Enterprises, Inc. William Frick & Company Williams Sound Corp. Wilson-Hurd Mfg. Co. Wineman Technology Inc. Winthrop Corporation Wisconsin Oven Corporation Wisconsin Physicians Service

Insurance Corp. Wixon Inc. Wm K Walthers, Inc. Woodmeister Master Builders Woodmill Products, Inc. WTS Paradigm

X – Y – Z Yakima Products, Inc. Yancey's Food Service York Repair, Inc. Young Corporation ZF Services North America LLC Ziegler Inc. Zinpro Corporation

© 2011 Employer Associations of America (EAA) xv

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Bonus Commission# of Orgs

# of Emp

Un-Wtd Avg

WtdAvg P25 Median P75

Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg

WtdAvg P10 P25 Median P75 P90

Total Responses 324 370 - - - - - - - $171,165 $173,360 $104,754 $127,255 $155,102 $200,725 $250,000

Org Sales Volume0.0-26.9 million 140 153 - - - - - - - $151,519 $151,810 $95,880 $113,110 $140,933 $174,923 $225,57527.0-99.9 million 126 142 - - - - - - - $179,181 $184,412 $120,016 $134,904 $164,100 $208,073 $251,540100.0 million+ 58 75 - - - - - - - $201,176 $196,396 $123,867 $139,500 $182,500 $238,000 $282,460

RegionNortheast 20 21 - - - - - - - $157,472 $153,592 $79,720 $98,548 $151,000 $201,737 $247,000Southeast 6 6 - - - - - - - $185,510 $185,510 $124,998 $132,236 $169,388 $229,785 $312,389Great Lakes 242 279 - - - - - - - $169,278 $170,480 $107,775 $127,406 $156,000 $200,001 $248,877Central 7 8 - - - - - - - $165,679 $177,515 $116,354 $130,207 $163,400 $226,530 $280,500Mountain 26 32 - - - - - - - $212,796 $223,226 $125,335 $134,831 $182,669 $236,380 $456,029Pacific 23 24 - - - - - - - $153,797 $153,226 $97,500 $115,051 $144,100 $171,625 $242,300

AssociationAmerican Society of Employers (MI) 25 26 - - - - - - - $145,072 $144,123 $107,860 $119,750 $124,998 $176,800 $191,276Cascade Employers Assoc. (OR) 4 4 - - - - - - - $148,341 $148,341 - - $131,883 - -Employers Assoc. NE (CT & MA) 9 9 - - - - - - - $154,473 $154,473 $77,900 $91,548 $150,000 $230,000 $250,000Trusight (MN) - formerly EA 53 60 - - - - - - - $165,912 $165,696 $115,135 $130,659 $151,771 $184,009 $262,626Employers Assoc. W. Michigan (MI) 6 7 - - - - - - - $175,066 $160,914 $60,000 $92,000 $205,000 $220,000 $220,000Employers Resource Assoc. (OH) 47 52 - - - - - - - $164,440 $165,057 $97,234 $135,236 $160,000 $202,762 $227,383Employers Resource Council (OH) 21 23 - - - - - - - $162,181 $163,185 $103,679 $120,000 $147,000 $201,886 $238,590MidAtlantic Employers Assoc. (PA) 6 6 - - - - - - - $155,588 $155,588 $105,735 $131,434 $152,228 $187,827 $199,350Mtn States Employers Council (CO) 19 23 - - - - - - - $222,043 $240,388 $128,858 $135,346 $189,505 $240,000 $545,690MRA - The Mgmt Assoc. (N. IL) 5 5 - - - - - - - $303,122 $303,122 $142,305 $158,653 $208,000 $495,154 $664,307MRA - The Mgmt Assoc. (WI) 83 104 - - - - - - - $173,811 $178,060 $109,750 $130,000 $162,175 $215,000 $274,180The Employers Council (UT) 5 7 - - - - - - - $185,844 $175,665 $105,000 $134,452 $146,200 $185,000 $341,280The Management Assoc. of Illinois (IL) 23 26 - - - - - - - $170,014 $167,186 $93,820 $125,501 $153,706 $198,698 $264,298

continued

Base Pay Variable Pay

(10) Top Sales ExecutiveCombined Compensation Type

Generally reports to President or Executive V.P. level, may be called Vice President of Sales, Vice President of Sales and Marketing, Director of Sales, etc. Responsible for the overall management and direction of the sales functions and the entire range of sales planning and development, sales promotion and sales activities of the organizational unit. Formulates, recommends and implements policies and programs in the areas of forecasting, sales, pricing, marketing and product or service acceptance research, and related activities. May also have responsibility for marketing programs, customer relations or advertising.

Effective Date:September 2010

Total Compensation

National Data - Effective September 2010 1 © 2011 Employer Associations of America (EAA)

(10) Top Sales ExecutiveCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 204 227 - - - - - - - $173,899 $175,436 $104,382 $126,000 $153,549 $200,712 $250,000Distributors/Wholesalers 79 90 - - - - - - - $167,345 $170,606 $101,986 $132,031 $153,056 $197,661 $259,303Retailers 30 32 - - - - - - - $167,902 $168,819 $91,000 $123,972 $150,657 $207,750 $251,271Consumers 17 21 - - - - - - - $163,842 $169,643 $97,252 $141,670 $175,200 $196,656 $226,143

IndustryConstruction 7 9 - - - - - - - $161,494 $224,374 $70,000 $85,001 $96,000 $339,613 $758,142Non-Durable Goods Manufacturing 75 89 - - - - - - - $179,803 $183,590 $113,620 $130,850 $160,452 $218,112 $273,360Durable Goods Manufacturing 137 159 - - - - - - - $157,076 $157,110 $104,727 $124,998 $145,828 $185,000 $224,988Wholesale and Retail Trade 48 51 - - - - - - - $171,517 $173,373 $111,984 $132,141 $160,000 $200,001 $270,440Transportation and Warehousing 4 4 - - - - - - - $227,150 $227,150 - - $233,752 - -Information 6 8 - - - - - - - $247,870 $231,367 $114,530 $181,552 $215,835 $247,750 $450,000Financial Activities 8 9 - - - - - - - $230,984 $231,181 $57,600 $146,670 $225,000 $253,725 $590,000Professional and Business Services 12 12 - - - - - - - $175,542 $175,542 $91,600 $110,916 $152,018 $200,297 $341,225Education and Health Services 8 9 - - - - - - - $153,260 $151,866 $90,000 $137,461 $150,000 $162,588 $223,153Leisure and Hospitality 3 3 - - - - - - - $153,833 $153,833 - - $141,250 - -Other Services 14 15 - - - - - - - $200,215 $195,856 $115,044 $135,225 $204,124 $211,142 $305,491

Base Pay Variable Pay Total Compensation



# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 66 70 $139,592 $140,596 $115,489 $139,898 $160,462 - - $139,592 $140,596 $87,300 $115,489 $139,898 $160,462 $200,000

Org Sales Volume0.0-26.9 million 26 27 $125,589 $127,420 $95,800 $115,652 $150,000 - - $125,589 $127,420 $79,580 $95,800 $115,652 $150,000 $200,00027.0-99.9 million 33 35 $151,752 $151,715 $130,000 $145,000 $172,000 - - $151,752 $151,715 $118,280 $130,000 $145,000 $172,000 $200,015100.0 million+ 7 8 $134,280 $136,418 $95,000 $145,251 $156,712 - - $134,280 $136,418 $78,224 $95,000 $145,251 $156,712 $207,000

RegionNortheast 7 7 $130,686 $130,686 $87,000 $150,000 $153,455 - - $130,686 $130,686 $77,900 $87,000 $150,000 $153,455 $199,350Great Lakes 48 51 $141,824 $143,061 $117,305 $139,795 $172,000 - - $141,824 $143,061 $87,160 $117,305 $139,795 $172,000 $200,012Pacific 6 7 $111,784 $115,829 $95,000 $100,608 $143,200 - - $111,784 $115,829 $90,000 $95,000 $100,608 $143,200 $145,000

AssociationAmerican Society of Employers (MI) 6 6 $135,646 $135,646 $119,750 $128,258 $152,768 - - $135,646 $135,646 $119,000 $119,750 $128,258 $152,768 $172,000Employers Assoc. NE (CT & MA) 4 4 $102,749 $102,749 - $91,548 - - - $102,749 $102,749 - - $91,548 - -Trusight (MN) - formerly EA 7 7 $136,149 $136,149 $115,000 $140,000 $150,000 - - $136,149 $136,149 $110,000 $115,000 $140,000 $150,000 $175,200Employers Resource Assoc. (OH) 10 12 $158,419 $158,278 $137,695 $157,000 $193,949 - - $158,419 $158,278 $93,757 $137,695 $157,000 $193,949 $204,905Employers Resource Council (OH) 5 6 $128,002 $131,899 $112,484 $132,072 $152,154 - - $128,002 $131,899 $102,980 $112,484 $132,072 $152,154 $158,616MidAtlantic Employers Assoc. (PA) 3 3 $167,935 $167,935 - $153,455 - - - $167,935 $167,935 - - $153,455 - -MRA - The Mgmt Assoc. (WI) 17 17 $145,280 $145,280 $99,400 $130,000 $192,700 - - $145,280 $145,280 $79,141 $99,400 $130,000 $192,700 $232,400The Management Assoc. of Illinois (IL) 6 7 $145,361 $147,758 $126,014 $149,999 $198,264 - - $145,361 $147,758 $75,000 $126,014 $149,999 $198,264 $200,000

continued

(10) Top Sales ExecutiveCompensation Strategy: Straight Salary



Total CompensationBase Pay Variable Pay


(10) Top Sales ExecutiveCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 39 42 $144,732 $145,758 $117,500 $144,779 $174,697 - - $144,732 $145,758 $91,500 $117,500 $144,779 $174,697 $200,015Distributors/Wholesalers 18 19 $130,485 $131,584 $115,652 $139,795 $145,000 - - $130,485 $131,584 $96,096 $115,652 $139,795 $145,000 $158,616Retailers 6 6 $127,434 $127,434 $77,351 $102,000 $201,750 - - $127,434 $127,434 $75,705 $77,351 $102,000 $201,750 $207,000Consumers 3 3 $151,733 $151,733 - $150,000 - - - $151,733 $151,733 - - $150,000 - -

IndustryNon-Durable Goods Manufacturing 20 21 $144,738 $144,517 $109,350 $136,995 $175,008 - - $144,738 $144,517 $78,579 $109,350 $136,995 $175,008 $225,600Durable Goods Manufacturing 30 33 $135,663 $138,135 $116,479 $140,850 $162,308 - - $135,663 $138,135 $95,320 $116,479 $140,850 $162,308 $184,040Wholesale and Retail Trade 7 7 $144,244 $144,244 $115,000 $139,795 $200,000 - - $144,244 $144,244 $77,900 $115,000 $139,795 $200,000 $207,000Education and Health Services 3 3 $130,000 $130,000 - $150,000 - - - $130,000 $130,000 - - $150,000 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 28 28 $124,273 $124,273 $99,798 $113,000 $139,344 - $43,674 $167,947 $167,947 $108,044 $127,515 $147,729 $201,500 $262,703

Org Sales Volume0.0-26.9 million 17 17 $113,701 $113,701 $95,835 $110,775 $127,602 - $41,356 $155,057 $155,057 $104,744 $110,665 $141,250 $188,303 $238,00027.0-99.9 million 8 8 $125,508 $125,508 $99,798 $122,350 $153,750 - $37,725 $163,234 $163,234 $126,120 $131,844 $149,887 $187,000 $250,000100.0 million+ 3 3 $180,887 $180,887 - $179,350 - - $72,677 $253,564 $253,564 - - $259,671 - -

RegionNortheast 3 3 $115,245 $115,245 - $105,735 - - $41,667 $156,912 $156,912 - - $140,000 - -Great Lakes 18 18 $121,103 $121,103 $96,068 $113,000 $140,532 - $46,540 $167,643 $167,643 $107,548 $132,132 $159,488 $194,500 $254,000Mountain 3 3 $137,660 $137,660 - $133,900 - - $35,836 $173,497 $173,497 - - $134,700 - -

AssociationTrusight (MN) - formerly EA 4 4 $101,159 $101,159 - $75,000 - - $58,212 $159,371 $159,371 - - $165,065 - -Employers Resource Assoc. (OH) 4 4 $118,075 $118,075 - $113,000 - - $42,125 $160,200 $160,200 - - $141,250 - -Employers Resource Council (OH) 3 3 $109,023 $109,023 - $100,000 - - $12,563 $121,586 $121,586 - - $131,700 - -MRA - The Mgmt Assoc. (WI) 3 3 $139,234 $139,234 - $130,203 - - $47,416 $186,651 $186,651 - - $160,452 - -The Management Assoc. of Illinois (IL) 5 5 $164,532 $164,532 $131,188 $155,000 $202,643 - $63,606 $228,139 $228,139 $175,000 $181,817 $205,000 $286,030 $312,389

continued


(10) Top Sales ExecutiveCompensation Strategy: Salary + Commission



Total Compensation


(10) Top Sales ExecutiveCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 18 18 $117,922 $117,922 $91,528 $111,888 $138,032 - $44,019 $161,941 $161,941 $105,240 $114,641 $141,778 $194,500 $254,000Distributors/Wholesalers 7 7 $145,989 $145,989 $100,000 $131,700 $179,350 - $39,384 $185,373 $185,373 $126,120 $131,700 $160,452 $259,671 $312,389

IndustryNon-Durable Goods Manufacturing 5 5 $129,235 $129,235 $112,787 $131,700 $144,450 - $11,292 $140,527 $140,527 $100,782 $116,241 $134,700 $167,726 $175,000Durable Goods Manufacturing 12 12 $130,914 $130,914 $101,232 $117,039 $169,513 - $54,286 $185,200 $185,200 $106,865 $129,590 $155,838 $249,753 $305,672Wholesale and Retail Trade 5 5 $99,841 $99,841 $75,000 $100,000 $124,603 - $44,298 $144,140 $144,140 $111,830 $114,092 $132,276 $180,119 $188,633




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 193 229 $146,978 $146,705 $115,000 $138,760 $172,117 $30,465 - $174,847 $177,170 $110,032 $131,720 $161,973 $206,670 $252,297

Org Sales Volume0.0-26.9 million 74 83 $125,420 $125,929 $105,000 $125,000 $140,000 $20,630 - $146,672 $146,558 $96,200 $116,000 $142,771 $167,535 $199,98727.0-99.9 million 72 83 $153,001 $151,811 $124,998 $150,000 $175,296 $42,404 - $187,695 $194,215 $121,730 $138,760 $176,800 $220,000 $272,444100.0 million+ 47 63 $171,695 $167,350 $127,500 $162,184 $190,550 $27,692 - $199,523 $195,043 $128,601 $139,500 $182,500 $238,000 $275,057

RegionNortheast 8 9 $165,496 $155,552 $108,499 $149,460 $221,500 $14,979 - $182,348 $170,531 $60,000 $108,499 $168,260 $242,500 $267,450Southeast 3 3 $132,802 $132,802 - $134,649 - $0 - $132,802 $132,802 - - $134,649 - -Great Lakes 147 175 $143,650 $144,210 $113,620 $138,549 $170,000 $27,262 - $170,939 $171,472 $109,600 $130,214 $160,000 $202,877 $246,551Central 4 5 $154,466 $159,433 - $171,600 - $34,241 - $177,000 $193,674 - - $176,800 - -Mountain 17 23 $166,836 $160,409 $121,000 $150,000 $194,037 $67,184 - $213,182 $227,593 $112,999 $135,225 $185,000 $240,000 $448,297Pacific 14 14 $148,125 $148,125 $104,929 $135,596 $182,250 $25,313 - $173,438 $173,438 $117,858 $130,355 $162,552 $234,600 $251,100

AssociationAmerican Society of Employers (MI) 16 17 $138,509 $136,621 $104,947 $124,998 $175,500 $6,965 - $145,035 $143,586 $92,320 $120,404 $124,998 $179,650 $203,739Cascade Employers Assoc. (OR) 3 3 $149,255 $149,255 - $139,050 - $16,867 - $166,122 $166,122 - - $139,050 - -Employers Assoc. NE (CT & MA) 3 3 $202,487 $202,487 - $208,000 - $15,267 - $217,753 $217,753 - - $235,000 - -Trusight (MN) - formerly EA 33 39 $149,252 $148,130 $116,323 $142,771 $180,000 $22,002 - $171,264 $170,132 $119,400 $133,339 $156,000 $195,101 $266,137Employers Assoc. W. Michigan (MI) 5 6 $140,702 $129,918 $84,000 $140,000 $173,131 $21,148 - $166,079 $151,066 $60,000 $84,000 $159,694 $216,256 $220,000Employers Resource Assoc. (OH) 27 29 $136,025 $135,065 $106,126 $134,649 $154,248 $21,958 - $156,681 $157,023 $93,460 $126,966 $147,900 $182,576 $221,000Employers Resource Council (OH) 12 13 $147,754 $147,731 $125,000 $141,984 $181,803 $43,991 - $191,359 $191,722 $115,400 $146,000 $201,532 $220,148 $291,577Mtn States Employers Council (CO) 11 15 $168,748 $162,361 $120,000 $156,048 $200,000 $96,304 - $233,625 $258,665 $118,180 $150,313 $200,763 $271,549 $590,792MRA - The Mgmt Assoc. (N. IL) 3 3 $189,667 $189,667 - $160,000 - $46,667 - $236,333 $236,333 - - $208,000 - -MRA - The Mgmt Assoc. (WI) 55 74 $144,161 $147,006 $115,000 $140,073 $170,400 $30,265 - $174,569 $177,271 $114,310 $133,942 $166,268 $211,357 $246,649The Employers Council (UT) 5 7 $170,996 $161,283 $121,000 $132,000 $165,000 $14,382 - $185,844 $175,665 $105,000 $134,452 $146,200 $185,000 $341,280The Management Assoc. of Illinois (IL) 9 9 $116,608 $116,608 $89,300 $110,000 $135,883 $34,492 - $151,101 $151,101 $78,000 $112,281 $143,000 $179,211 $275,094

continued

(10) Top Sales ExecutiveCompensation Strategy: Salary + Bonus





(10) Top Sales ExecutiveCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 117 134 $144,481 $143,454 $113,175 $136,474 $170,000 $33,619 - $174,232 $177,073 $109,500 $126,514 $161,538 $203,408 $266,794Distributors/Wholesalers 47 55 $153,526 $151,722 $120,000 $139,050 $176,000 $25,818 - $177,809 $177,540 $108,873 $135,000 $164,000 $211,142 $260,664Retailers 23 25 $151,220 $151,763 $117,815 $144,222 $177,500 $29,268 - $180,897 $181,031 $122,404 $132,229 $156,000 $216,362 $259,998Consumers 11 15 $138,625 $148,925 $110,000 $165,000 $175,000 $21,318 - $161,496 $170,243 $77,041 $133,339 $179,000 $200,001 $245,779

IndustryConstruction 5 7 $82,800 $88,857 $80,000 $90,002 $96,000 $149,624 - $156,091 $238,481 $70,000 $80,000 $96,000 $479,225 $758,142Non-Durable Goods Manufacturing 44 53 $152,937 $154,155 $122,259 $142,836 $175,000 $34,975 - $185,827 $189,130 $116,671 $133,585 $175,000 $238,245 $277,644Durable Goods Manufacturing 81 100 $139,420 $138,880 $113,800 $134,685 $159,656 $19,353 - $158,652 $158,233 $109,100 $126,201 $146,100 $189,080 $221,000Wholesale and Retail Trade 32 35 $159,377 $161,792 $120,000 $150,000 $187,500 $24,007 - $184,179 $185,799 $117,295 $135,000 $168,549 $208,291 $288,400Transportation and Warehousing 4 4 $153,892 $153,892 - $142,500 - $73,258 - $227,150 $227,150 - - $233,752 - -Information 4 4 $182,750 $182,750 - $170,000 - $98,125 - $280,875 $280,875 - - $245,500 - -Financial Activities 6 7 $144,475 $149,944 $110,000 $161,513 $200,000 $30,860 - $172,145 $180,804 $57,600 $133,339 $181,722 $240,000 $267,450Professional and Business Services 4 4 $153,284 $153,284 - $165,068 - $10,516 - $163,799 $163,799 - - $183,218 - -Education and Health Services 3 4 $130,472 $124,907 - $124,588 - $26,335 - $154,752 $151,243 - - $154,359 - -Other Services 8 9 $160,064 $156,835 $131,000 $150,000 $189,926 $26,882 - $189,826 $183,717 $96,500 $134,839 $205,000 $210,508 $271,610




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 39 43 $133,724 $132,976 $99,476 $120,000 $149,500 $17,335 $59,621 $210,457 $209,932 $110,477 $135,134 $173,500 $227,993 $359,017

Org Sales Volume0.0-26.9 million 23 26 $120,561 $120,294 $94,000 $118,335 $126,250 $20,673 $50,813 $193,808 $191,780 $103,609 $130,848 $170,675 $223,854 $284,28227.0-99.9 million 15 16 $140,488 $140,956 $100,800 $127,378 $173,125 $11,120 $63,597 $210,683 $215,673 $115,466 $141,156 $195,878 $319,109 $362,071

RegionGreat Lakes 31 35 $126,889 $126,751 $99,476 $117,920 $145,000 $19,226 $60,957 $207,208 $206,934 $111,828 $131,995 $170,000 $239,936 $358,116Mountain 4 4 $185,000 $185,000 - $157,500 - $10,626 $80,250 $275,876 $275,876 - - $182,503 - -

AssociationAmerican Society of Employers (MI) 3 3 $148,250 $148,250 - $125,000 - $10,667 $5,204 $164,121 $164,121 - - $171,350 - -Trusight (MN) - formerly EA 9 10 $116,397 $115,757 $99,300 $115,000 $121,528 $6,714 $49,136 $172,341 $171,607 $93,741 $130,848 $144,801 $193,538 $337,365Employers Resource Assoc. (OH) 6 7 $120,183 $124,049 $105,415 $123,431 $145,000 $9,478 $79,207 $212,218 $212,735 $164,302 $203,677 $223,153 $227,993 $239,936Mtn States Employers Council (CO) 4 4 $185,000 $185,000 - $157,500 - $10,626 $80,250 $275,876 $275,876 - - $182,503 - -MRA - The Mgmt Assoc. (WI) 9 10 $152,815 $152,331 $114,240 $145,662 $181,875 $17,311 $67,410 $231,110 $237,052 $120,257 $131,993 $207,772 $357,439 $364,572The Management Assoc. of Illinois (IL) 4 5 $130,119 $123,595 - $99,476 - $1,470 $37,320 $166,010 $162,385 - - $152,384 - -

continued


(10) Top Sales ExecutiveCompensation Strategy: Salary + Commission + Bonus



Total Compensation


(10) Top Sales ExecutiveCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 30 33 $133,050 $131,704 $97,238 $117,920 $147,250 $19,994 $62,225 $217,691 $213,923 $110,477 $133,565 $171,350 $226,976 $361,518Distributors/Wholesalers 8 9 $136,718 $137,968 $100,200 $125,000 $162,307 $8,626 $52,528 $187,697 $199,122 $90,000 $131,751 $173,500 $260,077 $360,820

IndustryNon-Durable Goods Manufacturing 8 10 $126,746 $127,194 $93,375 $125,662 $165,335 $34,698 $95,921 $265,325 $257,812 $134,034 $158,096 $179,753 $361,863 $634,376Durable Goods Manufacturing 14 14 $115,259 $115,259 $92,125 $104,308 $119,155 $7,222 $47,254 $169,735 $169,735 $102,864 $118,871 $156,401 $229,452 $260,077Wholesale and Retail Trade 4 4 $129,863 $129,863 - $113,600 - $12,933 $9,375 $152,171 $152,171 - - $158,217 - -Professional and Business Services 4 4 $150,625 $150,625 - $146,250 - $6,250 $72,003 $228,878 $228,878 - - $225,625 - -Other Services 4 4 $154,608 $154,608 - $124,216 - $36,453 $23,737 $214,798 $214,798 - - $187,737 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 56 62 - - - - - - - $120,649 $118,750 $81,708 $94,095 $107,147 $133,529 $178,859


RegionNortheast 4 4 - - - - - - - $106,747 $106,747 - - $103,082 - -Great Lakes 34 40 - - - - - - - $120,180 $117,308 $78,664 $91,720 $103,375 $135,454 $174,706Mountain 6 6 - - - - - - - $124,564 $124,564 $89,523 $97,221 $110,277 $160,529 $185,218Pacific 10 10 - - - - - - - $128,828 $128,828 $53,650 $95,945 $121,579 $150,509 $240,819

AssociationAmerican Society of Employers (MI) 3 3 - - - - - - - $120,087 $120,087 - - $116,000 - -Cascade Employers Assoc. (OR) 5 5 - - - - - - - $113,136 $113,136 $86,500 $92,797 $108,000 $136,043 $140,000Trusight (MN) - formerly EA 5 5 - - - - - - - $135,147 $135,147 $80,179 $85,549 $104,211 $200,212 $239,125Employers Resource Assoc. (OH) 8 8 - - - - - - - $111,229 $111,229 $74,105 $89,881 $108,158 $128,370 $160,872Employers Resource Council (OH) 6 9 - - - - - - - $106,056 $101,740 $75,803 $81,886 $99,811 $101,721 $176,196Mtn States Employers Council (CO) 5 5 - - - - - - - $129,519 $129,519 $89,523 $97,712 $114,653 $168,759 $185,218MRA - The Mgmt Assoc. (WI) 13 16 - - - - - - - $122,947 $120,324 $77,838 $94,186 $109,556 $143,174 $192,000

continued


(20) International Sales ManagerCombined Compensation Type

Reports to top sales executive or directly to President or Executive V.P., may be called International Sales Manager, V.P. of International Sales, etc. Responsible for establishing and maintaining sales outside of the United States. Establishes intercontinental dealer-sales organizations, distribution channels and service arrangements. Formulates sales objectives, policies and advertising programs designed to achieve maximum sales volume and profit goals. Establishes an effective sales organization and develops programs to promote international sales and the company's business image. May prepare sales forecasts and operating budget proposals;approve conditions of sales when not in concert with regularly applied policies.


Total Compensation


(20) International Sales ManagerCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 32 37 - - - - - - - $116,483 $114,579 $77,957 $95,299 $106,294 $131,402 $160,840Distributors/Wholesalers 22 23 - - - - - - - $127,516 $126,069 $82,217 $90,918 $111,072 $176,196 $206,087

IndustryNon-Durable Goods Manufacturing 9 9 - - - - - - - $134,643 $134,643 $89,523 $105,290 $113,544 $162,609 $239,125Durable Goods Manufacturing 36 40 - - - - - - - $115,121 $113,710 $76,072 $89,146 $101,731 $131,246 $174,664Wholesale and Retail Trade 6 6 - - - - - - - $137,906 $137,906 $85,275 $94,819 $131,429 $175,975 $220,000




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 7 7 $144,889 $144,889 $105,900 $127,300 $180,000 - - $144,889 $144,889 $88,826 $105,900 $127,300 $180,000 $220,000

Org Sales Volume27.0-99.9 million 3 3 $132,042 $132,042 - $127,300 - - - $132,042 $132,042 - - $127,300 - -

RegionGreat Lakes 6 6 $151,387 $151,387 $109,207 $151,748 $190,000 - - $151,387 $151,387 $88,826 $109,207 $151,748 $190,000 $220,000

AssociationMRA - The Mgmt Assoc. (WI) 3 3 $162,942 $162,942 - $180,000 - - - $162,942 $162,942 - - $180,000 - -

continued

(20) International Sales ManagerCompensation Strategy: Straight Salary





(20) International Sales ManagerCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 3 3 $116,400 $116,400 - $116,000 - - - $116,400 $116,400 - - $116,000 - -Distributors/Wholesalers 4 4 $166,256 $166,256 - $178,098 - - - $166,256 $166,256 - - $178,098 - -

IndustryDurable Goods Manufacturing 5 5 $137,664 $137,664 $102,413 $127,300 $178,098 - - $137,664 $137,664 $88,826 $102,413 $127,300 $178,098 $180,000




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 11 12 $82,327 $80,883 $66,477 $74,988 $85,591 - $29,436 $113,334 $110,319 $76,611 $89,881 $105,253 $125,209 $170,925

Org Sales Volume0.0-26.9 million 7 8 $82,195 $80,045 $65,000 $74,988 $83,524 - $30,660 $115,499 $110,705 $75,803 $82,372 $100,144 $136,256 $182,03527.0-99.9 million 4 4 $82,559 $82,559 - $79,625 - - $26,987 $109,546 $109,546 - - $110,474 - -

RegionGreat Lakes 7 8 $80,583 $78,635 $65,000 $72,079 $82,975 - $25,998 $108,559 $104,633 $75,803 $80,999 $105,253 $124,051 $145,000

AssociationEmployers Resource Assoc. (OH) 5 5 $72,236 $72,236 $60,465 $73,250 $83,500 - $33,274 $105,510 $105,510 $88,508 $91,254 $106,294 $119,375 $128,727

continued

(20) International Sales ManagerCompensation Strategy: Salary + Commission





(20) International Sales ManagerCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 7 8 $81,690 $79,604 $65,000 $72,404 $84,750 - $20,688 $103,598 $100,292 $75,803 $80,999 $99,106 $109,090 $145,000Distributors/Wholesalers 4 4 $83,442 $83,442 - $80,221 - - $46,931 $130,373 $130,373 - - $121,690 - -

IndustryDurable Goods Manufacturing 10 11 $85,558 $83,689 $70,908 $76,076 $86,000 - $26,657 $113,665 $110,346 $76,342 $88,508 $104,211 $128,727 $174,628




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 26 28 $99,906 $99,213 $83,704 $91,000 $117,224 $14,183 - $113,149 $113,396 $78,071 $91,720 $105,000 $132,127 $160,879


RegionGreat Lakes 15 17 $106,956 $104,986 $85,680 $92,000 $128,073 $13,235 - $118,435 $118,221 $75,962 $92,522 $102,000 $141,348 $176,865Pacific 7 7 $90,995 $90,995 $50,000 $99,093 $120,000 $19,346 - $110,341 $110,341 $50,000 $99,093 $111,072 $132,140 $140,000

AssociationCascade Employers Assoc. (OR) 4 4 $108,473 $108,473 - $109,547 - $11,321 - $119,795 $119,795 - - $120,043 - -Trusight (MN) - formerly EA 4 4 $129,076 $129,076 - $118,500 - $13,805 - $142,880 $142,880 - - $126,109 - -MRA - The Mgmt Assoc. (WI) 8 10 $102,497 $100,040 $87,527 $90,356 $123,262 $13,500 - $112,772 $113,540 $62,598 $94,307 $109,556 $139,522 $159,249

continued

(20) International Sales ManagerCompensation Strategy: Salary + Bonus





(20) International Sales ManagerCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 12 13 $112,572 $111,063 $89,118 $97,500 $134,900 $17,483 - $127,677 $128,545 $71,266 $101,010 $117,112 $152,916 $207,995Distributors/Wholesalers 12 13 $88,222 $88,164 $79,090 $87,360 $105,083 $10,337 - $98,856 $98,501 $62,072 $87,690 $94,367 $112,308 $135,474

IndustryNon-Durable Goods Manufacturing 6 6 $122,200 $122,200 $91,799 $115,997 $139,781 $12,210 - $134,409 $134,409 $89,523 $97,799 $118,626 $164,781 $239,125Durable Goods Manufacturing 14 16 $88,934 $89,094 $81,036 $87,896 $96,267 $12,416 - $99,353 $101,510 $56,367 $90,308 $99,440 $114,834 $149,750Wholesale and Retail Trade 3 3 $91,000 $91,000 - $78,000 - $35,238 - $126,238 $126,238 - - $132,140 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 13 15 $84,189 $84,086 $68,105 $75,234 $95,400 $3,704 $35,501 $126,708 $123,291 $81,164 $96,598 $102,538 $152,300 $210,071


RegionGreat Lakes 7 9 $78,333 $79,464 $69,053 $75,234 $91,883 $3,037 $21,633 $105,004 $104,133 $74,105 $91,234 $99,811 $110,518 $160,872

AssociationMRA - The Mgmt Assoc. (WI) 3 3 $79,281 $79,281 - $75,234 - $3,827 $17,214 $100,322 $100,322 - - $96,598 - -

continued


(20) International Sales ManagerCompensation Strategy: Salary + Commission + Bonus



Total Compensation


(20) International Sales ManagerCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 11 13 $83,276 $83,298 $69,053 $75,234 $95,100 $2,735 $22,952 $110,421 $108,985 $78,811 $91,549 $100,904 $124,608 $157,443

IndustryDurable Goods Manufacturing 8 8 $72,679 $72,679 $65,702 $69,053 $85,533 $2,571 $52,512 $127,762 $127,762 $74,105 $86,028 $107,548 $158,729 $247,350

Variable Pay Total CompensationBase Pay



# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 181 284 - - - - - - - $133,627 $138,057 $87,950 $101,888 $126,222 $160,000 $201,331



AssociationAmerican Society of Employers (MI) 16 22 - - - - - - - $126,773 $123,972 $87,612 $96,621 $118,525 $143,528 $164,851Cascade Employers Assoc. (OR) 3 4 - - - - - - - $130,407 $143,353 - - $119,215 - -Trusight (MN) - formerly EA 26 46 - - - - - - - $120,458 $122,513 $82,955 $99,707 $111,722 $126,477 $178,566Employers Resource Assoc. (OH) 26 40 - - - - - - - $129,896 $140,995 $88,676 $105,177 $139,624 $174,157 $190,275Employers Resource Council (OH) 6 9 - - - - - - - $125,721 $130,433 $90,776 $119,764 $128,446 $143,089 $172,378Mtn States Employers Council (CO) 11 19 - - - - - - - $153,335 $172,844 $87,900 $120,000 $169,000 $214,240 $284,597MRA - The Mgmt Assoc. (N. IL) 5 8 - - - - - - - $137,221 $126,390 $83,976 $91,864 $137,585 $156,375 $160,000MRA - The Mgmt Assoc. (WI) 58 98 - - - - - - - $135,672 $139,718 $90,773 $112,337 $135,000 $158,150 $186,980The Employers Council (UT) 4 7 - - - - - - - $198,642 $194,295 - - $163,086 - -The Management Assoc. of Illinois (IL) 11 13 - - - - - - - $134,017 $135,121 $79,213 $99,000 $126,482 $171,585 $223,563

continued


(30) General Sales ManagerCombined Compensation Type

Reports to top sales executive, may be called General Sales Manager, Vice President of Sales, etc. Responsible for management and direction of field sales, sales manager and/or sales supervisory personnel. Generally provides direction, counsel, and guidance for plans in marketing, advertising, sales promotion, sales training, etc. Implements sales policies and ensures communication of new products or services, variations and changes, and sales promotion and activities of a division or unit. May be responsible for creating and implementing sales / marketing programs.


Total Compensation


(30) General Sales ManagerCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryConstruction 5 8 - - - - - - - $146,658 $177,859 $98,000 $102,498 $123,504 $266,931 $369,341Non-Durable Goods Manufacturing 31 47 - - - - - - - $148,901 $158,377 $94,461 $122,700 $145,142 $181,741 $241,614Durable Goods Manufacturing 81 131 - - - - - - - $124,232 $127,028 $85,840 $100,485 $118,800 $150,000 $175,475Wholesale and Retail Trade 29 47 - - - - - - - $126,226 $132,475 $84,667 $95,853 $139,000 $158,000 $191,105Information 6 8 - - - - - - - $170,854 $161,786 $91,373 $121,826 $143,583 $217,929 $250,000Financial Activities 7 14 - - - - - - - $150,945 $153,365 $85,000 $108,331 $133,975 $190,122 $268,717Professional and Business Services 6 7 - - - - - - - $141,841 $145,326 $72,750 $88,212 $125,000 $207,471 $243,848Other Services 9 14 - - - - - - - $141,333 $142,045 $86,993 $107,613 $134,334 $170,464 $221,284




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 36 43 $102,804 $105,422 $89,200 $100,000 $126,000 - - $102,804 $105,422 $68,092 $89,200 $100,000 $126,000 $141,600

Org Sales Volume0.0-26.9 million 18 20 $90,026 $93,773 $70,512 $93,158 $103,871 - - $90,026 $93,773 $65,730 $70,512 $93,158 $103,871 $119,50027.0-99.9 million 15 18 $118,152 $120,346 $100,000 $126,300 $137,546 - - $118,152 $120,346 $88,111 $100,000 $126,300 $137,546 $151,332100.0 million+ 3 5 $102,731 $98,292 - $94,676 - - - $102,731 $98,292 - - $94,676 - -


AssociationAmerican Society of Employers (MI) 3 4 $110,933 $115,775 - $115,800 - - - $110,933 $115,775 - - $115,800 - -Trusight (MN) - formerly EA 9 13 $107,787 $107,069 $89,600 $100,485 $123,050 - - $107,787 $107,069 $83,703 $89,600 $100,485 $123,050 $140,020Employers Resource Assoc. (OH) 9 11 $122,113 $125,374 $100,000 $127,000 $143,200 - - $122,113 $125,374 $73,172 $100,000 $127,000 $143,200 $179,004MRA - The Mgmt Assoc. (WI) 8 8 $82,342 $82,342 $66,203 $81,652 $93,915 - - $82,342 $82,342 $65,000 $66,203 $81,652 $93,915 $110,000

continued

(30) General Sales ManagerCompensation Strategy: Straight Salary





(30) General Sales ManagerCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 26 29 $103,371 $105,967 $91,040 $100,006 $126,300 - - $103,371 $105,967 $66,810 $91,040 $100,006 $126,300 $143,200Distributors/Wholesalers 6 8 $99,302 $101,070 $82,329 $90,958 $125,275 - - $99,302 $101,070 $71,107 $82,329 $90,958 $125,275 $139,200Retailers 4 5 $105,390 $112,312 - $100,000 - - - $105,390 $112,312 - - $100,000 - -

IndustryNon-Durable Goods Manufacturing 10 12 $115,268 $118,027 $93,869 $123,050 $134,496 - - $115,268 $118,027 $76,826 $93,869 $123,050 $134,496 $165,474Durable Goods Manufacturing 16 17 $90,615 $92,949 $71,554 $90,776 $100,243 - - $90,615 $92,949 $65,800 $71,554 $90,776 $100,243 $136,940Wholesale and Retail Trade 5 8 $113,544 $108,249 $91,025 $107,503 $120,162 - - $113,544 $108,249 $89,200 $91,025 $107,503 $120,162 $139,200




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 26 35 $109,168 $108,818 $81,633 $105,000 $131,164 - $43,308 $155,523 $152,126 $98,351 $118,627 $145,142 $176,866 $244,947

Org Sales Volume0.0-26.9 million 11 12 $88,670 $92,114 $66,990 $97,500 $113,747 - $52,543 $143,146 $144,657 $93,525 $104,751 $146,608 $168,364 $231,06427.0-99.9 million 7 10 $120,404 $119,279 $87,376 $122,500 $138,750 - $34,396 $153,470 $153,674 $117,633 $132,500 $154,056 $168,850 $204,411100.0 million+ 8 13 $127,522 $116,191 $95,001 $113,280 $135,582 - $41,639 $174,338 $157,831 $95,615 $112,039 $131,000 $218,224 $251,075

RegionGreat Lakes 22 31 $104,962 $105,788 $81,633 $102,000 $125,000 - $40,982 $148,594 $146,771 $98,157 $118,627 $144,691 $166,178 $204,282Pacific 3 3 $152,287 $152,287 - $166,860 - - $72,515 $224,802 $224,802 - - $244,922 - -

AssociationTrusight (MN) - formerly EA 3 5 $113,208 $112,517 - $116,663 - - $44,502 $155,039 $157,019 - - $145,142 - -MRA - The Mgmt Assoc. (WI) 12 17 $104,969 $109,044 $100,000 $113,280 $127,733 - $45,079 $155,095 $154,123 $110,333 $121,200 $148,073 $175,675 $251,843The Management Assoc. of Illinois (IL) 3 3 $127,055 $127,055 - $131,164 - - $48,885 $175,940 $175,940 - - $191,525 - -

continued


(30) General Sales ManagerCompensation Strategy: Salary + Commission



Total Compensation


(30) General Sales ManagerCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 17 22 $101,888 $105,417 $81,475 $109,140 $126,541 - $41,183 $148,566 $146,600 $99,019 $118,304 $142,997 $168,850 $202,688Distributors/Wholesalers 4 4 $130,754 $130,754 - $130,930 - - $52,378 $183,131 $183,131 - - $184,457 - -Retailers 3 4 $135,554 $134,166 - $130,000 - - $22,759 $155,474 $156,925 - - $154,037 - -

IndustryNon-Durable Goods Manufacturing 4 5 $121,416 $122,533 - $119,000 - - $18,625 $140,828 $141,157 - - $144,691 - -Durable Goods Manufacturing 15 18 $107,163 $107,224 $79,789 $100,000 $125,666 - $45,955 $157,757 $153,179 $99,967 $118,174 $145,652 $168,850 $245,588




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 97 162 $113,116 $116,461 $93,375 $113,784 $133,500 $23,343 - $134,071 $139,804 $88,748 $109,868 $130,116 $163,164 $198,822


RegionNortheast 4 6 $118,725 $119,046 - $116,877 - $16,528 - $137,362 $135,574 - - $141,497 - -Southeast 5 6 $115,051 $114,570 $100,500 $117,545 $126,582 $39,133 - $156,266 $153,703 $102,000 $114,770 $160,708 $184,831 $200,000Great Lakes 63 117 $114,683 $117,645 $93,750 $112,008 $137,547 $19,934 - $132,497 $137,579 $92,688 $108,078 $129,194 $158,800 $192,015Central 5 6 $102,576 $103,391 $99,083 $102,149 $110,394 $19,737 - $125,036 $123,127 $101,850 $108,930 $125,659 $131,818 $147,825Mountain 10 17 $118,504 $122,411 $87,800 $120,000 $137,293 $56,892 - $167,268 $179,302 $78,961 $126,932 $163,086 $214,087 $316,904Pacific 10 10 $99,920 $99,920 $81,479 $98,036 $117,094 $2,970 - $102,890 $102,890 $79,988 $83,450 $100,536 $117,094 $143,340

AssociationAmerican Society of Employers (MI) 6 6 $137,232 $137,232 $96,225 $129,413 $172,542 $10,638 - $147,870 $147,870 $88,000 $106,000 $140,150 $185,590 $239,203Cascade Employers Assoc. (OR) 3 3 $107,810 $107,810 - $119,026 - $1,667 - $109,476 $109,476 - - $119,026 - -Trusight (MN) - formerly EA 12 21 $104,765 $103,343 $85,927 $100,000 $110,000 $15,756 - $119,258 $119,099 $78,600 $100,990 $109,990 $117,815 $213,000Employers Resource Assoc. (OH) 9 20 $120,144 $135,660 $104,595 $138,755 $152,812 $19,603 - $143,745 $155,263 $97,599 $130,385 $159,500 $182,594 $202,395Employers Resource Council (OH) 3 3 $109,888 $109,888 - $113,963 - $17,782 - $127,670 $127,670 - - $128,446 - -Mtn States Employers Council (CO) 6 11 $107,612 $112,670 $75,600 $120,000 $130,000 $58,734 - $158,815 $171,405 $94,885 $131,038 $169,000 $213,933 $270,526MRA - The Mgmt Assoc. (N. IL) 5 7 $116,072 $106,633 $84,459 $110,100 $133,000 $14,956 - $134,431 $121,589 $83,976 $91,489 $132,100 $148,500 $159,000MRA - The Mgmt Assoc. (WI) 35 68 $111,594 $115,320 $98,700 $115,109 $130,000 $24,315 - $134,076 $139,634 $95,725 $114,263 $135,194 $157,303 $185,969The Employers Council (UT) 3 5 $139,845 $144,354 - $124,263 - $56,781 - $187,593 $201,135 - - $163,086 - -The Management Assoc. of Illinois (IL) 6 8 $108,332 $109,879 $87,000 $108,027 $128,534 $22,327 - $129,210 $132,206 $98,000 $102,750 $129,532 $160,150 $179,775

continued

(30) General Sales ManagerCompensation Strategy: Salary + Bonus





(30) General Sales ManagerCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryConstruction 4 6 $106,500 $107,833 - $110,999 - $51,088 - $148,316 $158,921 - - $123,504 - -Non-Durable Goods Manufacturing 16 28 $131,824 $137,581 $110,616 $131,500 $149,459 $37,569 - $166,198 $175,150 $104,729 $133,980 $160,169 $185,969 $268,000Durable Goods Manufacturing 45 83 $107,048 $108,211 $92,690 $105,000 $120,148 $21,372 - $126,827 $129,583 $92,089 $106,655 $120,750 $150,412 $177,714Wholesale and Retail Trade 18 29 $110,937 $123,625 $89,298 $125,003 $148,793 $14,525 - $125,941 $138,150 $81,000 $95,214 $145,000 $166,360 $200,000Other Services 5 5 $124,835 $124,835 $98,650 $119,225 $153,826 $5,286 - $130,121 $130,121 $80,000 $99,942 $143,070 $153,826 $155,250




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 30 44 $104,070 $101,832 $75,000 $93,668 $130,000 $9,354 $41,143 $158,259 $152,329 $85,619 $112,189 $135,107 $172,545 $244,344

Org Sales Volume0.0-26.9 million 10 15 $88,071 $84,946 $66,000 $80,000 $106,080 $10,260 $46,690 $137,732 $141,896 $76,766 $110,491 $134,613 $168,247 $259,22827.0-99.9 million 16 24 $106,868 $103,538 $75,133 $90,129 $135,266 $9,040 $35,740 $161,085 $148,318 $88,750 $110,865 $128,159 $171,239 $247,420100.0 million+ 4 5 $132,873 $144,301 - $137,970 - $8,142 $50,434 $198,275 $202,877 - - $217,432 - -

RegionNortheast 4 7 $127,945 $119,057 - $130,016 - $5,495 $41,740 $188,287 $166,293 - - $170,076 - -Southeast 3 3 $91,510 $91,510 - $75,531 - $1,667 $26,171 $119,348 $119,348 - - $125,597 - -Great Lakes 15 23 $95,272 $92,047 $70,000 $86,647 $117,420 $13,417 $35,698 $143,927 $141,162 $81,859 $104,793 $134,613 $168,247 $247,539Mountain 6 8 $122,736 $126,540 $83,721 $125,000 $169,633 $7,374 $61,995 $205,300 $195,908 $111,949 $118,645 $194,190 $228,502 $369,341

AssociationAmerican Society of Employers (MI) 5 8 $107,465 $113,018 $79,162 $120,260 $142,279 $0 $1,489 $109,848 $114,508 $70,000 $88,098 $120,260 $142,279 $145,000Employers Resource Assoc. (OH) 6 7 $96,317 $94,210 $73,435 $77,331 $130,000 $5,429 $34,431 $127,939 $134,069 $82,731 $92,855 $135,600 $170,076 $171,626Mtn States Employers Council (CO) 4 6 $133,228 $134,802 - $128,508 - $4,974 $62,371 $219,353 $202,147 - - $194,190 - -MRA - The Mgmt Assoc. (WI) 5 5 $92,800 $92,800 $67,000 $80,000 $125,000 $37,400 $53,475 $183,675 $183,675 $81,277 $124,762 $175,002 $246,924 $250,000

continued


(30) General Sales ManagerCompensation Strategy: Salary + Commission + Bonus



Total Compensation


(30) General Sales ManagerCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 25 33 $109,499 $111,046 $76,431 $110,504 $137,493 $9,541 $37,290 $162,453 $157,877 $84,617 $115,642 $143,037 $195,390 $244,443Retailers 3 5 $79,647 $81,339 - $81,561 - $3,198 $25,894 $114,075 $110,430 - - $111,949 - -

IndustryDurable Goods Manufacturing 9 13 $87,291 $85,558 $75,000 $80,000 $90,092 $5,063 $28,449 $122,590 $119,071 $83,156 $90,151 $114,861 $143,152 $170,726Wholesale and Retail Trade 4 7 $114,949 $118,088 - $130,016 - $286 $1,611 $118,268 $119,985 - - $130,016 - -Information 4 6 $123,205 $118,077 - $121,210 - $29,167 $22,492 $187,313 $169,736 - - $143,583 - -Financial Activities 3 6 $89,084 $74,182 - $59,591 - $12,811 $68,014 $149,362 $155,007 - - $124,910 - -Other Services 4 6 $99,772 $111,779 - $81,604 - $4,524 $56,227 $160,761 $172,530 - - $170,851 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 291 776 - - - - - - - $100,923 $102,076 $65,000 $78,316 $96,339 $116,581 $141,826



AssociationAmerican Society of Employers (MI) 20 62 - - - - - - - $98,724 $98,327 $72,673 $83,167 $95,503 $110,825 $133,156Cascade Employers Assoc. (OR) 4 5 - - - - - - - $81,241 $87,493 - - $89,500 - -Employers Assoc. NE (CT & MA) 6 11 - - - - - - - $99,992 $101,816 $61,900 $64,735 $97,000 $128,500 $141,093Trusight (MN) - formerly EA 45 124 - - - - - - - $106,086 $108,083 $65,806 $76,530 $92,999 $128,396 $166,895Employers Assoc. of Florida, Inc (FL) 3 3 - - - - - - - $89,973 $89,973 - - $84,165 - -Employers Resource Assoc. (OH) 35 119 - - - - - - - $97,297 $104,997 $69,500 $80,625 $98,693 $124,539 $145,382Employers Resource Council (OH) 23 65 - - - - - - - $88,229 $91,417 $64,968 $74,877 $89,800 $106,553 $119,770MidAtlantic Employers Assoc. (PA) 5 12 - - - - - - - $110,469 $100,987 $68,429 $78,400 $84,556 $110,770 $201,814Mtn States Employers Council (CO) 18 42 - - - - - - - $110,295 $107,892 $64,864 $76,894 $100,000 $128,046 $158,363MRA - The Mgmt Assoc. (N. IL) 5 11 - - - - - - - $104,466 $103,365 $63,036 $75,000 $106,000 $117,272 $155,941MRA - The Mgmt Assoc. (WI) 83 225 - - - - - - - $97,229 $97,108 $63,492 $77,587 $95,352 $112,567 $131,903The Employers Council (UT) 6 11 - - - - - - - $100,878 $107,240 $65,038 $65,805 $109,000 $138,651 $164,815The Management Assoc. of Illinois (IL) 23 55 - - - - - - - $127,835 $126,921 $70,408 $97,000 $114,000 $137,523 $220,076

continued

(50) Sales ManagerCombined Compensation Type

Reports to second level sales manager or top sales executive, may be called Regional Sales Manager, Territory Sales Manager, Product or Brand Sales Manager, etc. Responsible for management and direction of a large segment of the overall sales volume. Direct staffing, training, and performance evaluations of Sales Reps, Inside Sales Reps, or Manufacturing Reps to develop and control sales program. Coordinates sales distribution by establishing sales territories, quotas, and goals, and advises dealers and distributors concerning sales and advertising techniques. Analyzes sales statistics to formulate policy and promote sales. Reviews market analyses to determine customer needs, volume potential, price schedules and discount rates.




(50) Sales ManagerCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryConstruction 3 5 - - - - - - - $95,315 $111,391 - - $80,400 - -Non-Durable Goods Manufacturing 62 183 - - - - - - - $104,262 $102,100 $66,246 $81,484 $100,000 $117,557 $140,214Durable Goods Manufacturing 132 365 - - - - - - - $98,653 $97,359 $65,000 $77,194 $92,959 $112,155 $134,760Wholesale and Retail Trade 49 105 - - - - - - - $100,876 $111,417 $63,411 $84,052 $99,600 $126,871 $162,612Transportation and Warehousing 4 9 - - - - - - - $138,685 $110,386 - - $93,740 - -Information 3 5 - - - - - - - $84,922 $88,866 - - $69,858 - -Financial Activities 4 9 - - - - - - - $97,289 $94,917 - - $69,000 - -Professional and Business Services 12 19 - - - - - - - $95,003 $100,457 $66,430 $77,682 $88,000 $107,250 $165,000Education and Health Services 3 4 - - - - - - - $83,808 $86,240 - - $81,289 - -Other Services 17 67 - - - - - - - $112,734 $116,917 $68,565 $83,902 $101,000 $137,523 $197,561




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 43 95 $81,015 $85,394 $70,000 $83,928 $98,235 - - $81,015 $85,394 $58,555 $70,000 $83,928 $98,235 $115,937


RegionNortheast 3 7 $67,344 $62,294 - $61,900 - - - $67,344 $62,294 - - $61,900 - -Great Lakes 32 77 $82,005 $87,855 $71,500 $84,300 $100,494 - - $82,005 $87,855 $59,771 $71,500 $84,300 $100,494 $118,400Pacific 7 10 $77,163 $79,430 $71,291 $80,480 $90,560 - - $77,163 $79,430 $56,296 $71,291 $80,480 $90,560 $95,982

AssociationAmerican Society of Employers (MI) 3 6 $88,715 $91,236 - $91,459 - - - $88,715 $91,236 - - $91,459 - -Cascade Employers Assoc. (OR) 3 3 $70,821 $70,821 - $67,964 - - - $70,821 $70,821 - - $67,964 - -Trusight (MN) - formerly EA 4 13 $93,684 $100,188 - $82,000 - - - $93,684 $100,188 - - $82,000 - -Employers Resource Assoc. (OH) 5 13 $88,976 $93,457 $84,114 $92,712 $101,550 - - $88,976 $93,457 $64,405 $84,114 $92,712 $101,550 $124,500Employers Resource Council (OH) 3 11 $74,004 $83,987 - $85,008 - - - $74,004 $83,987 - - $85,008 - -MRA - The Mgmt Assoc. (WI) 15 28 $74,337 $75,586 $61,900 $72,250 $88,955 - - $74,337 $75,586 $54,817 $61,900 $72,250 $88,955 $100,595

continued


(50) Sales ManagerCompensation Strategy: Straight Salary



Total Compensation


(50) Sales ManagerCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 22 40 $86,006 $88,497 $75,500 $84,512 $99,559 - - $86,006 $88,497 $70,072 $75,500 $84,512 $99,559 $116,295Distributors/Wholesalers 13 42 $80,325 $86,404 $64,050 $85,014 $101,313 - - $80,325 $86,404 $56,195 $64,050 $85,014 $101,313 $118,240Retailers 4 7 $67,282 $69,020 - $64,735 - - - $67,282 $69,020 - - $64,735 - -Consumers 4 6 $69,540 $76,748 - $70,950 - - - $69,540 $76,748 - - $70,950 - -





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 73 182 $78,744 $77,806 $53,968 $73,332 $96,700 - $33,218 $111,131 $111,024 $64,717 $79,110 $106,430 $126,386 $163,585


RegionNortheast 7 12 $98,097 $99,202 $74,306 $101,344 $121,125 - $20,661 $124,862 $119,863 $76,500 $84,963 $111,209 $138,250 $203,474Southeast 5 7 $72,797 $67,817 $40,000 $51,700 $76,037 - $40,660 $113,809 $108,477 $56,668 $60,900 $78,561 $132,539 $261,187Great Lakes 46 125 $78,368 $78,231 $58,173 $74,000 $96,967 - $30,093 $108,146 $108,324 $64,225 $79,573 $107,087 $124,637 $140,807Central 3 12 $80,087 $77,076 - $77,000 - - $71,406 $144,036 $148,482 - - $130,132 - -Mountain 8 22 $76,346 $70,460 $47,233 $65,509 $80,019 - $35,260 $112,754 $105,720 $59,850 $67,460 $84,492 $119,517 $209,610Pacific 4 4 $60,416 $60,416 - $62,500 - - $29,730 $90,146 $90,146 - - $89,654 - -

AssociationAmerican Society of Employers (MI) 6 11 $41,475 $43,322 $38,000 $40,000 $47,210 - $29,712 $75,162 $73,034 $45,739 $56,668 $75,000 $82,585 $112,527Trusight (MN) - formerly EA 6 17 $75,718 $93,152 $58,125 $88,208 $114,425 - $62,878 $120,034 $156,030 $68,294 $92,015 $129,000 $179,091 $368,951Employers Resource Assoc. (OH) 9 18 $67,565 $63,109 $47,900 $64,170 $75,368 - $42,170 $102,783 $105,279 $65,490 $80,469 $103,342 $126,407 $144,792Employers Resource Council (OH) 6 13 $82,521 $81,614 $70,325 $75,000 $90,750 - $22,951 $101,158 $104,564 $73,586 $83,075 $110,000 $123,343 $128,400Mtn States Employers Council (CO) 7 20 $81,824 $73,706 $50,509 $69,443 $82,140 - $33,827 $116,349 $107,533 $61,408 $70,081 $84,492 $125,809 $215,825MRA - The Mgmt Assoc. (WI) 19 59 $79,834 $78,994 $62,675 $77,286 $96,433 - $23,857 $108,295 $102,851 $66,124 $81,324 $107,087 $120,000 $130,375The Management Assoc. of Illinois (IL) 13 29 $102,138 $93,982 $63,676 $84,000 $121,498 - $42,799 $144,302 $136,781 $79,146 $102,652 $128,440 $152,071 $225,722

continued

(50) Sales ManagerCompensation Strategy: Salary + Commission





(50) Sales ManagerCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 55 121 $77,818 $77,013 $54,947 $73,223 $92,750 - $34,789 $111,398 $111,802 $68,662 $80,000 $107,087 $125,816 $164,028Distributors/Wholesalers 15 43 $84,142 $80,096 $52,000 $75,290 $102,411 - $30,921 $113,806 $111,017 $55,377 $79,146 $103,289 $124,969 $136,418Consumers 4 12 $71,018 $70,248 - $55,680 - - $16,711 $103,407 $86,959 - - $65,100 - -

IndustryNon-Durable Goods Manufacturing 14 39 $81,051 $85,103 $73,181 $85,000 $101,500 - $18,572 $98,128 $103,675 $66,000 $85,000 $110,223 $121,984 $130,807Durable Goods Manufacturing 38 94 $75,422 $69,742 $50,000 $64,438 $79,119 - $35,365 $110,435 $105,107 $62,798 $77,024 $99,168 $123,041 $142,800Wholesale and Retail Trade 9 29 $86,178 $89,155 $71,400 $83,200 $106,018 - $44,725 $127,489 $133,880 $63,519 $89,984 $117,417 $163,569 $184,008Professional and Business Services 5 7 $74,550 $75,607 $56,250 $78,000 $92,500 - $30,959 $105,896 $106,566 $70,312 $77,682 $107,087 $129,000 $165,000Other Services 3 7 $77,893 $80,148 - $70,000 - - $46,541 $120,758 $126,689 - - $100,000 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 139 395 $89,103 $88,420 $72,982 $86,000 $99,900 $10,529 - $100,203 $98,949 $66,090 $80,097 $95,305 $111,893 $139,626


RegionNortheast 5 6 $90,840 $95,447 $79,204 $89,100 $117,722 $15,063 - $106,665 $110,510 $77,867 $89,260 $111,339 $132,360 $139,463Southeast 3 20 $94,103 $93,667 - $87,430 - $14,307 - $109,510 $107,974 - - $96,770 - -Great Lakes 108 330 $88,306 $87,374 $71,188 $85,134 $98,552 $10,361 - $99,072 $97,735 $65,914 $78,198 $95,000 $110,331 $137,258Central 5 5 $110,690 $110,690 $94,987 $110,000 $126,740 $10,659 - $121,349 $121,349 $82,767 $96,384 $124,750 $144,614 $147,385Mountain 11 16 $83,011 $85,785 $61,961 $84,050 $112,000 $14,974 - $96,527 $100,759 $63,317 $66,079 $98,090 $131,269 $159,706Pacific 7 18 $92,164 $95,581 $84,844 $96,380 $110,790 $3,912 - $99,722 $99,492 $73,995 $84,844 $98,800 $115,040 $125,918

AssociationAmerican Society of Employers (MI) 10 43 $106,599 $97,700 $83,520 $90,012 $113,534 $8,012 - $115,245 $105,712 $78,910 $87,853 $99,074 $123,113 $141,979Trusight (MN) - formerly EA 31 85 $91,709 $86,040 $65,534 $78,992 $97,450 $11,923 - $104,026 $97,963 $64,754 $75,014 $88,999 $108,766 $145,802Employers Resource Assoc. (OH) 12 62 $81,090 $89,094 $74,681 $85,426 $98,552 $12,541 - $94,328 $101,635 $73,640 $79,891 $96,459 $114,370 $140,390Employers Resource Council (OH) 12 32 $81,910 $84,983 $75,000 $87,260 $95,000 $8,216 - $90,448 $93,199 $67,381 $77,810 $94,885 $104,690 $114,637Mtn States Employers Council (CO) 7 9 $84,064 $80,406 $48,171 $92,800 $101,225 $17,394 - $100,957 $97,800 $59,390 $67,224 $98,177 $112,808 $156,250MRA - The Mgmt Assoc. (WI) 43 116 $88,391 $86,864 $70,779 $87,113 $99,807 $10,036 - $98,686 $96,900 $63,971 $81,406 $94,772 $110,810 $134,488The Employers Council (UT) 4 7 $81,167 $92,702 - $75,300 - $11,862 - $88,774 $104,564 - - $78,283 - -The Management Assoc. of Illinois (IL) 8 15 $86,616 $79,525 $56,250 $80,000 $95,000 $15,480 - $104,255 $95,005 $58,462 $60,494 $98,100 $114,000 $136,949

continued

(50) Sales ManagerCompensation Strategy: Salary + Bonus





(50) Sales ManagerCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryConstruction 3 3 $67,977 $67,977 - $70,040 - $1,967 - $69,943 $69,943 - - $70,040 - -Non-Durable Goods Manufacturing 31 101 $93,210 $90,616 $74,400 $88,769 $101,500 $10,821 - $106,183 $101,437 $65,160 $79,829 $95,994 $115,713 $145,545Durable Goods Manufacturing 63 191 $88,105 $87,446 $72,880 $85,426 $99,450 $8,977 - $98,329 $96,423 $66,242 $78,283 $93,994 $109,404 $134,721Wholesale and Retail Trade 27 52 $95,315 $97,053 $80,487 $90,362 $110,000 $13,143 - $105,864 $110,196 $73,167 $91,286 $102,923 $125,388 $152,381Professional and Business Services 3 3 $70,500 $70,500 - $74,000 - $2,933 - $73,433 $73,433 - - $76,300 - -Other Services 6 33 $81,109 $84,527 $67,781 $84,700 $99,920 $11,335 - $88,012 $95,862 $71,616 $83,671 $95,000 $105,954 $123,305




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 52 102 $75,303 $76,255 $60,000 $73,163 $90,243 $5,529 $30,742 $106,963 $112,526 $68,585 $82,280 $103,745 $137,204 $164,980

Org Sales Volume0.0-26.9 million 24 34 $66,246 $64,617 $50,000 $65,000 $75,593 $4,208 $17,586 $88,507 $86,410 $58,152 $68,559 $81,985 $95,865 $134,43327.0-99.9 million 21 58 $87,794 $83,631 $61,426 $83,825 $94,250 $6,799 $39,677 $128,644 $130,107 $85,565 $100,532 $120,651 $143,746 $196,530100.0 million+ 7 10 $68,884 $73,045 $57,008 $68,800 $88,750 $2,657 $23,646 $105,198 $99,348 $62,930 $68,900 $83,621 $116,413 $193,054

RegionNortheast 5 13 $97,024 $93,747 $61,150 $70,339 $128,854 $5,500 $39,401 $126,780 $138,648 $63,462 $68,800 $141,240 $195,153 $243,207Southeast 3 7 $56,575 $63,926 - $61,205 - $7,429 $38,255 $91,862 $109,609 - - $116,663 - -Great Lakes 31 61 $74,689 $73,662 $60,000 $74,760 $89,960 $5,031 $30,321 $105,717 $109,014 $67,007 $81,871 $98,361 $134,489 $165,585Central 3 3 $52,491 $52,491 - $56,791 - $1,100 $28,246 $81,837 $81,837 - - $83,077 - -Mountain 7 14 $80,599 $84,230 $69,070 $86,842 $98,388 $8,248 $23,890 $116,564 $116,368 $83,355 $102,967 $113,726 $134,737 $149,022Pacific 3 4 $74,629 $70,444 - $72,540 - $3,704 $21,712 $104,641 $95,860 - - $91,360 - -

AssociationTrusight (MN) - formerly EA 5 8 $58,162 $58,476 $48,006 $57,750 $76,627 $1,264 $53,448 $123,300 $113,188 $78,921 $87,357 $98,115 $131,808 $199,099Employers Resource Assoc. (OH) 10 26 $70,854 $78,850 $59,250 $72,670 $92,917 $7,018 $32,719 $97,480 $118,587 $64,828 $80,483 $116,498 $143,746 $195,014Employers Resource Council (OH) 4 9 $68,525 $68,599 - $69,464 - $1,577 $4,996 $75,580 $75,172 - - $80,000 - -Mtn States Employers Council (CO) 7 13 $75,485 $79,110 $65,283 $83,636 $91,250 $7,938 $28,385 $115,892 $115,433 $88,246 $96,347 $107,120 $132,600 $151,071MRA - The Mgmt Assoc. (WI) 11 21 $87,738 $86,717 $77,945 $85,491 $97,465 $5,437 $17,814 $109,691 $109,968 $73,299 $94,271 $103,674 $136,356 $149,271The Employers Council (UT) 3 4 $75,528 $85,396 - $80,791 - $6,354 $20,174 $107,956 $111,923 - - $113,726 - -

continued


(50) Sales ManagerCompensation Strategy: Salary + Commission + Bonus



Total Compensation


(50) Sales ManagerCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 38 72 $77,509 $75,400 $59,250 $67,550 $87,205 $5,451 $33,698 $107,096 $114,550 $68,585 $80,110 $98,297 $138,744 $190,245Distributors/Wholesalers 9 24 $71,557 $80,539 $77,400 $84,507 $94,000 $5,610 $21,862 $110,313 $108,011 $55,130 $95,023 $106,007 $126,117 $139,605Retailers 4 5 $58,852 $65,053 - $61,583 - $6,433 $33,544 $96,748 $105,030 - - $84,165 - -

IndustryNon-Durable Goods Manufacturing 13 29 $79,244 $76,921 $55,396 $75,000 $87,775 $7,862 $27,203 $116,237 $111,986 $68,578 $93,698 $107,120 $130,336 $140,411Durable Goods Manufacturing 14 26 $73,568 $76,684 $59,250 $78,490 $90,986 $3,849 $15,435 $95,080 $95,967 $69,335 $77,961 $95,069 $106,283 $137,279Wholesale and Retail Trade 8 10 $56,299 $59,102 $42,635 $50,769 $86,661 $4,252 $31,943 $95,228 $95,296 $50,132 $55,695 $91,083 $134,722 $142,540Information 3 5 $76,633 $79,960 - $66,000 - $3,890 $5,016 $84,922 $88,866 - - $69,858 - -Professional and Business Services 3 3 $78,933 $78,933 - $75,000 - $2,000 $8,945 $89,879 $89,879 - - $85,000 - -Other Services 8 24 $85,363 $80,709 $60,000 $67,670 $92,829 $6,994 $58,535 $126,083 $146,238 $81,850 $96,304 $140,252 $191,005 $238,382




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 96 361 - - - - - - - $97,323 $93,740 $59,099 $71,880 $86,670 $113,225 $134,860


RegionNortheast 8 16 - - - - - - - $120,648 $103,602 $60,156 $72,742 $97,729 $120,366 $180,219Southeast 5 10 - - - - - - - $102,484 $92,162 $50,994 $67,284 $78,885 $123,204 $171,732Great Lakes 62 289 - - - - - - - $94,303 $92,779 $58,305 $71,185 $85,823 $112,985 $133,269Central 4 11 - - - - - - - $94,412 $92,212 - - $92,106 - -Mountain 9 20 - - - - - - - $96,276 $100,830 $62,359 $74,967 $91,216 $117,883 $162,939Pacific 8 15 - - - - - - - $96,806 $94,465 $52,548 $70,500 $98,276 $121,024 $138,772

AssociationAmerican Society of Employers (MI) 7 15 - - - - - - - $83,085 $80,877 $57,257 $70,000 $77,241 $98,711 $108,547Cascade Employers Assoc. (OR) 3 5 - - - - - - - $92,157 $98,083 - - $99,000 - -Trusight (MN) - formerly EA 10 60 - - - - - - - $97,102 $103,194 $57,318 $70,500 $100,223 $133,562 $145,889Employers Resource Assoc. (OH) 18 62 - - - - - - - $98,176 $91,248 $54,860 $67,151 $83,870 $118,260 $130,068Employers Resource Council (OH) 6 56 - - - - - - - $98,738 $100,366 $70,148 $78,694 $88,826 $111,724 $131,391Mtn States Employers Council (CO) 5 10 - - - - - - - $73,500 $76,301 $58,652 $67,878 $76,245 $83,100 $98,171MRA - The Mgmt Assoc. (WI) 27 112 - - - - - - - $94,233 $84,904 $57,021 $70,038 $83,083 $95,668 $118,887The Management Assoc. of Illinois (IL) 10 17 - - - - - - - $113,621 $108,750 $59,501 $77,097 $116,750 $133,981 $171,110

continued


(60) District Sales ManagerCombined Compensation Type

Reports to second level sales manager or regional sales manager. Responsible for managing the sale of products and/or services in a district. Directs staffing, training, and performance evaluations of assigned sales reps, inside sales reps, manufacturing reps and/or administrative office personnel. Develops relationships with local dealers or other distributors. Analyzes sales volume and monitors competitor activities in the district.


Total Compensation


(60) District Sales ManagerCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 25 108 - - - - - - - $102,546 $100,576 $70,135 $81,871 $93,909 $117,303 $137,290Durable Goods Manufacturing 38 103 - - - - - - - $100,797 $95,687 $59,378 $69,730 $91,700 $118,060 $138,552Wholesale and Retail Trade 15 116 - - - - - - - $81,377 $84,384 $55,150 $65,139 $78,271 $94,185 $116,005Information 3 7 - - - - - - - $74,628 $64,762 - - $54,282 - -Professional and Business Services 3 5 - - - - - - - $92,761 $91,923 - - $88,513 - -Education and Health Services 3 6 - - - - - - - $94,729 $100,222 - - $107,394 - -Other Services 6 13 - - - - - - - $112,933 $119,623 $68,076 $101,250 $120,000 $134,943 $167,525




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 11 31 $75,899 $77,632 $63,000 $74,082 $92,348 - - $75,899 $77,632 $56,693 $63,000 $74,082 $92,348 $102,250

Org Sales Volume0.0-26.9 million 4 8 $65,435 $65,506 - $60,000 - - - $65,435 $65,506 - - $60,000 - -27.0-99.9 million 3 7 $85,342 $88,591 - $85,000 - - - $85,342 $88,591 - - $85,000 - -100.0 million+ 4 16 $79,280 $78,901 - $73,425 - - - $79,280 $78,901 - - $73,425 - -



continued

(60) District Sales ManagerCompensation Strategy: Straight Salary





(60) District Sales ManagerCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 5 12 $86,265 $84,067 $66,464 $88,270 $92,462 - - $86,265 $84,067 $59,097 $66,464 $88,270 $92,462 $110,225Retailers 3 12 $59,099 $64,423 - $66,055 - - - $59,099 $64,423 - - $66,055 - -

IndustryDurable Goods Manufacturing 3 8 $95,615 $97,192 - $96,826 - - - $95,615 $97,192 - - $96,826 - -Wholesale and Retail Trade 3 15 $73,127 $75,355 - $72,767 - - - $73,127 $75,355 - - $72,767 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 33 161 $75,087 $67,925 $48,000 $63,000 $79,649 - $23,419 $100,319 $91,344 $57,157 $74,620 $84,005 $105,944 $129,620


RegionGreat Lakes 24 144 $73,901 $67,195 $48,000 $62,400 $78,679 - $24,087 $99,465 $91,282 $56,708 $75,732 $84,835 $105,454 $127,799Mountain 3 4 $66,136 $61,705 - $50,361 - - $23,196 $91,196 $84,900 - - $76,639 - -

AssociationTrusight (MN) - formerly EA 3 7 $88,459 $88,000 - $83,000 - - $5,709 $98,761 $93,709 - - $99,102 - -Employers Resource Assoc. (OH) 6 24 $64,506 $62,214 $52,750 $54,000 $68,090 - $33,589 $94,097 $95,803 $52,000 $67,492 $96,038 $117,497 $143,890Employers Resource Council (OH) 4 48 $84,346 $59,824 - $48,000 - - $40,286 $111,393 $100,110 - - $85,110 - -MRA - The Mgmt Assoc. (WI) 9 67 $68,885 $70,965 $61,800 $75,000 $79,838 - $9,518 $96,117 $80,483 $50,940 $66,960 $82,084 $89,378 $109,023The Management Assoc. of Illinois (IL) 8 11 $87,723 $89,622 $60,705 $100,000 $112,731 - $25,144 $114,248 $114,765 $58,004 $65,000 $126,000 $143,090 $174,625

continued


(60) District Sales ManagerCompensation Strategy: Salary + Commission



Total Compensation


(60) District Sales ManagerCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 25 71 $79,586 $76,133 $54,000 $66,960 $100,000 - $21,927 $107,012 $98,061 $59,200 $68,175 $88,513 $126,000 $142,311Distributors/Wholesalers 6 76 $70,032 $63,190 $48,000 $48,000 $78,047 - $27,649 $93,925 $90,839 $74,910 $79,527 $84,719 $93,686 $108,705

IndustryNon-Durable Goods Manufacturing 3 36 $90,402 $82,011 - $79,140 - - $7,126 $97,986 $89,137 - - $86,767 - -Durable Goods Manufacturing 19 57 $76,617 $70,773 $54,000 $63,271 $78,558 - $24,872 $107,130 $95,646 $57,467 $65,733 $84,005 $124,500 $150,218Wholesale and Retail Trade 6 58 $64,001 $51,664 $48,000 $48,000 $48,000 - $32,828 $81,380 $84,492 $41,488 $69,981 $80,566 $91,849 $112,062




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 39 122 $83,798 $84,476 $63,613 $80,095 $102,975 $13,165 - $97,637 $97,641 $62,108 $71,940 $95,216 $119,279 $136,689


RegionNortheast 4 8 $91,598 $86,083 - $87,000 - $15,537 - $107,936 $101,620 - - $100,250 - -Great Lakes 22 81 $83,053 $84,216 $60,791 $80,000 $105,250 $12,268 - $95,546 $96,484 $62,107 $71,034 $94,073 $120,347 $136,703Mountain 4 13 $92,836 $92,798 - $87,000 - $19,803 - $113,888 $112,601 - - $103,184 - -Pacific 6 13 $80,782 $84,020 $57,240 $82,000 $105,210 $6,899 - $89,901 $90,918 $52,032 $62,490 $89,070 $118,472 $137,096

AssociationAmerican Society of Employers (MI) 4 7 $85,863 $82,504 - $72,000 - $2,148 - $88,776 $84,652 - - $74,035 - -Cascade Employers Assoc. (OR) 3 5 $80,406 $87,930 - $82,400 - $10,153 - $92,157 $98,083 - - $99,000 - -Trusight (MN) - formerly EA 4 33 $91,374 $92,142 - $95,149 - $12,600 - $109,624 $104,741 - - $113,095 - -Employers Resource Assoc. (OH) 7 18 $76,172 $74,165 $58,077 $65,415 $95,625 $12,998 - $91,125 $87,163 $64,710 $67,302 $71,835 $120,000 $127,710MRA - The Mgmt Assoc. (WI) 11 32 $78,411 $77,517 $65,125 $78,376 $88,952 $17,377 - $96,588 $94,894 $67,820 $76,394 $93,351 $114,356 $120,556

continued

(60) District Sales ManagerCompensation Strategy: Salary + Bonus





(60) District Sales ManagerCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 18 65 $85,325 $91,536 $73,375 $87,800 $111,505 $16,219 - $102,654 $107,754 $72,186 $85,293 $103,195 $128,766 $143,764Durable Goods Manufacturing 11 24 $87,463 $84,054 $59,728 $85,275 $107,250 $13,172 - $99,712 $97,226 $54,030 $69,194 $98,608 $124,015 $130,629Wholesale and Retail Trade 5 24 $70,833 $63,962 $56,153 $58,678 $70,866 $5,628 - $75,979 $69,590 $56,266 $60,233 $67,278 $75,195 $91,529




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 16 35 $70,921 $66,951 $44,000 $65,000 $80,004 $5,001 $23,274 $102,802 $95,226 $58,850 $72,875 $86,437 $113,308 $141,121

Org Sales Volume0.0-26.9 million 4 7 $68,822 $67,939 - $67,039 - $10,760 $28,818 $106,362 $107,517 - - $101,798 - -27.0-99.9 million 11 22 $72,341 $67,522 $42,886 $59,552 $91,075 $4,261 $21,862 $102,973 $93,645 $55,241 $67,675 $79,633 $108,755 $152,289


AssociationAmerican Society of Employers (MI) 3 7 $60,862 $65,239 - $59,944 - $0 $12,063 $69,206 $77,302 - - $77,241 - -Employers Resource Assoc. (OH) 4 9 $70,521 $77,358 - $75,000 - $12,444 $29,767 $129,053 $119,570 - - $119,788 - -MRA - The Mgmt Assoc. (WI) 3 5 $81,167 $64,700 - $40,000 - $8,420 $21,882 $104,625 $95,002 - - $91,700 - -

continued


(60) District Sales ManagerCompensation Strategy: Salary + Commission + Bonus



Total Compensation


(60) District Sales ManagerCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 9 15 $73,762 $71,559 $55,000 $63,333 $90,000 $6,950 $30,291 $115,130 $108,800 $58,196 $77,241 $100,241 $122,668 $186,287Distributors/Wholesalers 6 17 $72,498 $68,363 $40,000 $69,730 $87,152 $3,944 $16,780 $91,089 $89,088 $59,397 $75,000 $86,437 $103,107 $117,153

IndustryNon-Durable Goods Manufacturing 3 3 $101,823 $101,823 - $103,500 - $3,461 $27,220 $132,504 $132,504 - - $113,308 - -Durable Goods Manufacturing 6 14 $66,797 $67,319 $43,000 $68,385 $83,575 $4,536 $20,501 $92,081 $92,356 $64,837 $74,469 $85,250 $103,158 $144,003Wholesale and Retail Trade 3 11 $60,484 $64,473 - $65,000 - $545 $19,667 $76,488 $84,685 - - $85,823 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 3 12 - - - - - $1,708 $121,811 $96,481 $123,519 - - $141,620 - -

Org Sales Volume

RegionGreat Lakes 3 12 - - - - - $1,708 $121,811 $96,481 $123,519 - - $141,620 - -

Association

continued

(60) District Sales ManagerCompensation Strategy: Commission + Bonus




Insufficient Data

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(60) District Sales ManagerCompensation Strategy: Commission + Bonus


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Customer Type

Industry

Insufficient Data

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# of Emp

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Total Responses 16 29 - - - - - - - $73,368 $66,949 $50,500 $54,342 $62,219 $73,807 $90,450

Org Sales Volume0.0-26.9 million 5 6 - - - - - - - $78,091 $75,977 $60,000 $61,664 $65,410 $90,081 $124,07527.0-99.9 million 4 6 - - - - - - - $83,230 $79,473 - - $76,536 - -100.0 million+ 7 17 - - - - - - - $64,360 $59,342 $44,624 $52,961 $55,399 $64,054 $79,552

RegionGreat Lakes 9 18 - - - - - - - $72,035 $64,339 $49,818 $54,556 $59,976 $65,749 $93,813Mountain 4 7 - - - - - - - $83,332 $77,522 - - $70,786 - -

AssociationTrusight (MN) - formerly EA 3 3 - - - - - - - $91,508 $91,508 - - $90,450 - -Mtn States Employers Council (CO) 4 7 - - - - - - - $83,332 $77,522 - - $70,786 - -MRA - The Mgmt Assoc. (WI) 4 12 - - - - - - - $56,627 $55,944 - - $54,864 - -

continued


(70) Sales TrainerCombined Compensation Type

Develops and administers sales training programs to the organization’s sales trainees and sales personnel. Presents established and effective sales training methods, techniques, and ideas. Schedules and introduces presentations by internal or outside lecturers, motivational speakers, and sales or product specialists. Reports on progress of sales trainees and sales personnel. Assists in developing new training courses associated with the introduction of new products or services.


Total Compensation


(70) Sales TrainerCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeDistributors/Wholesalers 4 4 - - - - - - - $66,492 $66,492 - - $63,610 - -Consumers 9 15 - - - - - - - $74,306 $67,793 $44,388 $52,147 $63,108 $82,287 $103,900

IndustryWholesale and Retail Trade 7 12 - - - - - - - $61,514 $59,279 $44,034 $52,803 $60,763 $65,000 $75,524




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 6 11 $61,914 $59,294 $52,147 $61,526 $65,000 - - $61,914 $59,294 $43,916 $52,147 $61,526 $65,000 $76,599

Org Sales Volume100.0 million+ 4 9 $56,934 $56,498 - $55,399 - - - $56,934 $56,498 - - $55,399 - -

RegionGreat Lakes 3 7 $59,744 $58,783 - $61,526 - - - $59,744 $58,783 - - $61,526 - -


continued

(70) Sales TrainerCompensation Strategy: Straight Salary





(70) Sales TrainerCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeConsumers 4 9 $56,934 $56,498 - $55,399 - - - $56,934 $56,498 - - $55,399 - -

IndustryWholesale and Retail Trade 5 10 $61,675 $58,913 $50,325 $58,463 $65,749 - - $61,675 $58,913 $43,798 $50,325 $58,463 $65,749 $77,675




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 3 6 $61,879 $59,489 - $60,535 - - $3,400 $67,479 $62,889 - - $61,385 - -

Org Sales Volume

Region

Association

continued

Insufficient Data

Insufficient Data

Insufficient Data

(70) Sales TrainerCompensation Strategy: Salary Plus Commission





(70) Sales TrainerCompensation Strategy: Salary Plus Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer Type

Industry

Insufficient Data

Insufficient Data




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 7 10 $63,002 $59,836 $50,310 $56,453 $69,832 $12,729 - $77,960 $72,565 $51,379 $54,696 $65,393 $85,363 $120,645

Org Sales Volume27.0-99.9 million 3 4 $65,083 $61,427 - $57,371 - $20,960 - $87,389 $82,388 - - $77,226 - -100.0 million+ 3 5 $65,923 $60,931 - $57,120 - $6,289 - $74,517 $67,220 - - $59,952 - -

RegionGreat Lakes 4 6 $61,442 $58,776 - $54,623 - $7,241 - $70,888 $66,017 - - $59,976 - -Mountain 3 4 $65,083 $61,427 - $57,371 - $20,960 - $87,389 $82,388 - - $77,226 - -

AssociationMtn States Employers Council (CO) 3 4 $65,083 $61,427 - $57,371 - $20,960 - $87,389 $82,388 - - $77,226 - -

continued

(70) Sales TrainerCompensation Strategy: Salary + Bonus





(70) Sales TrainerCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeConsumers 3 4 $64,930 $61,313 - $63,229 - $14,198 - $78,220 $75,511 - - $80,248 - -

Industry


Insufficient Data



# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses *17 87 - - - - - - - $89,519 $70,234 $46,180 $49,511 $58,000 $87,755 $115,510

Org Sales Volume0.0-26.9 million 5 13 - - - - - - - $93,318 $97,485 $76,005 $84,000 $91,194 $107,636 $137,24227.0-99.9 million *5 21 - - - - - - - $86,223 $87,618 $48,572 $58,358 $80,361 $110,367 $146,000100.0 million+ *7 53 - - - - - - - $89,158 $56,662 $44,520 $48,746 $51,121 $58,588 $78,835

RegionGreat Lakes *11 71 - - - - - - - $87,400 $65,652 $45,669 $48,994 $52,878 $81,000 $104,595Pacific *3 4 - - - - - - - $85,642 $80,191 - - $71,830 - -

AssociationTrusight (MN) - formerly EA *3 50 - - - - - - - $70,140 $53,789 - - $50,682 - -MRA - The Mgmt Assoc. (WI) 6 14 - - - - - - - $97,093 $81,500 $47,786 $51,703 $88,940 $96,459 $125,263

continued

Total Compensation

(100) Field Sales SupervisorCombined Compensation Type

Supervises the training and assignments of the field sales personnel in one or more territories. Directs sales campaigns in new territories, new industries or with new products or services. Provides assistance to Sales Representatives in the promotion of new major accounts. Coordinates and assists with the technical engineering services to determine customers' needs. Supervises the development of quotations, installations, warranty service obligations and various details to ensure conformance with company marketing policies. Investigates major account warranty claims and ensure appropriate services and resolution of complaints. Conducts sales staff meetings to ensure current knowledge of sales promotion and advertising programs, newproducts or services, marketing polices, etc. Evaluates orders, sales activity reports, expense accounts, etc., and develops recommendations relative to sales techniques, programs, etc.




(100) Field Sales SupervisorCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 8 18 - - - - - - - $105,781 $103,527 $76,839 $85,500 $92,724 $127,341 $151,000Distributors/Wholesalers 5 13 - - - - - - - $89,961 $95,681 $61,185 $71,830 $98,166 $111,971 $137,242Consumers *3 9 - - - - - - - $63,684 $62,155 - - $58,000 - -

IndustryDurable Goods Manufacturing 7 12 - - - - - - - $101,672 $101,858 $61,920 $82,500 $102,184 $118,750 $144,331Wholesale and Retail Trade *3 8 - - - - - - - $71,919 $62,235 - - $55,731 - -

* More than 30% of sample supplied by one organization.




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 6 13 $62,612 $66,985 $59,953 $66,000 $75,000 - $23,205 $88,527 $90,189 $72,996 $80,555 $89,054 $97,028 $110,655

Org Sales Volume0.0-26.9 million 3 7 $62,565 $69,406 - $74,000 - - $18,541 $87,225 $87,948 - - $89,054 - -

RegionGreat Lakes 3 7 $62,179 $69,241 - $74,000 - - $20,418 $91,218 $89,659 - - $89,054 - -

Association

continued

Insufficient Data

(100) Field Sales SupervisorCompensation Strategy: Salary + Commission





(100) Field Sales SupervisorCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeDistributors/Wholesalers 3 5 $59,719 $62,231 - $66,000 - - $35,317 $92,679 $97,548 - - $98,166 - -

Industry Insufficient Data




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses *8 62 $71,467 $57,807 $48,501 $50,678 $58,460 $2,030 - $82,858 $59,837 $45,176 $48,636 $51,642 $58,942 $87,529

Org Sales Volume27.0-99.9 million 5 13 $76,389 $79,630 $48,572 $66,000 $106,378 $6,974 - $92,835 $86,604 $47,629 $50,659 $70,283 $128,227 $156,000

RegionGreat Lakes *6 59 $73,649 $57,464 $48,289 $50,060 $57,244 $1,108 - $78,762 $58,572 $45,000 $48,572 $51,121 $58,267 $87,000

Association

continued

(100) Field Sales SupervisorCompensation Strategy: Salary + Bonus




Insufficient Data


(100) Field Sales SupervisorCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 3 6 $94,944 $107,833 - $100,500 - $14,576 - $119,040 $122,409 - - $128,227 - -Consumers 3 9 $57,537 $59,911 - $52,746 - $2,245 - $63,684 $62,155 - - $58,000 - -

Industry

* More than 30% of sample supplied by one organization

Insufficient Data




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 5 12 $65,102 $64,970 $37,950 $58,025 $92,425 $6,492 $30,873 $109,122 $102,334 $66,533 $78,164 $106,033 $118,750 $144,331

Org Sales Volume100.0 million+ 3 3 $62,773 $62,773 - $50,050 - $2,000 $50,154 $114,927 $114,927 - - $118,066 - -

Region

AssociationMRA - The Mgmt Assoc. (WI) 3 3 $62,773 $62,773 - $50,050 - $2,000 $50,154 $114,927 $114,927 - - $118,066 - -

continued

Insufficient Data

(100) Field Sales SupervisorCompensation Strategy: Salary + Commission + Bonus





(100) Field Sales SupervisorCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 4 6 $59,396 $56,020 - $49,075 - $10,249 $33,661 $107,428 $99,930 - - $100,059 - -

IndustryDurable Goods Manufacturing 4 7 $70,737 $80,977 - $90,168 - $1,762 $35,611 $116,424 $118,350 - - $118,066 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 119 257 - - - - - - - $120,376 $117,951 $71,191 $89,997 $110,000 $136,962 $174,835


RegionNortheast 4 5 - - - - - - - $130,740 $135,365 - - $133,348 - -Southeast 3 34 - - - - - - - $140,570 $107,574 - - $105,617 - -Great Lakes 92 181 - - - - - - - $120,451 $117,899 $71,548 $91,377 $110,000 $133,916 $176,077Central 3 3 - - - - - - - $143,168 $143,168 - - $156,000 - -Mountain 12 27 - - - - - - - $117,083 $129,524 $88,072 $100,000 $127,331 $148,792 $166,947Pacific 5 7 - - - - - - - $92,808 $101,825 $49,000 $68,000 $84,700 $148,875 $190,604

AssociationAmerican Society of Employers (MI) 8 48 - - - - - - - $94,519 $97,028 $66,915 $84,092 $97,471 $110,663 $122,801Trusight (MN) - formerly EA 14 26 - - - - - - - $105,589 $110,353 $66,516 $78,610 $103,008 $130,210 $183,940Employers Resource Assoc. (OH) 19 30 - - - - - - - $129,079 $127,139 $84,550 $96,000 $116,165 $155,700 $183,600Employers Resource Council (OH) 7 11 - - - - - - - $116,308 $109,090 $64,674 $80,000 $107,520 $127,152 $176,000Mtn States Employers Council (CO) 8 19 - - - - - - - $104,385 $118,527 $84,869 $90,010 $124,155 $147,431 $152,784MRA - The Mgmt Assoc. (N. IL) 6 11 - - - - - - - $120,951 $128,333 $106,660 $114,600 $129,740 $131,715 $157,254MRA - The Mgmt Assoc. (WI) 34 73 - - - - - - - $125,312 $119,744 $68,800 $91,577 $111,597 $143,728 $173,495The Employers Council (UT) 3 6 - - - - - - - $143,108 $160,660 - - $135,288 - -The Management Assoc. of Illinois (IL) 13 25 - - - - - - - $146,820 $146,425 $91,000 $116,503 $134,082 $178,546 $209,098

continued


(110) National Accounts ManagerCombined Compensation Type

Reports to top sales executive or second level sales manager. Develops and implements national sales strategies for increasing sales and profits through national customers. Manages only national or major (key) accounts. Calls on national accounts, presents sales material and follows up on sales service.


Total Compensation


(110) National Accounts ManagerCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 67 121 - - - - - - - $123,906 $119,424 $73,807 $89,812 $109,317 $138,000 $186,720Distributors/Wholesalers 32 85 - - - - - - - $124,388 $116,161 $67,600 $89,997 $107,087 $132,875 $165,317Retailers 24 43 - - - - - - - $112,022 $117,422 $63,607 $89,673 $114,000 $147,431 $165,974Consumers 4 8 - - - - - - - $103,477 $117,545 - - $130,550 - -

IndustryNon-Durable Goods Manufacturing 40 114 - - - - - - - $132,662 $122,051 $75,150 $94,625 $111,928 $138,541 $175,582Durable Goods Manufacturing 48 98 - - - - - - - $115,426 $114,194 $77,680 $89,593 $108,263 $133,448 $162,043Wholesale and Retail Trade 11 13 - - - - - - - $97,751 $95,117 $52,937 $65,439 $100,033 $116,165 $138,200Information 3 6 - - - - - - - $76,920 $74,368 - - $70,655 - -Professional and Business Services 3 4 - - - - - - - $115,040 $105,632 - - $77,407 - -Education and Health Services 4 4 - - - - - - - $120,883 $120,883 - - $128,500 - -Other Services 6 9 - - - - - - - $147,200 $163,467 $80,984 $107,449 $176,659 $221,817 $244,328




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 27 52 $107,073 $104,821 $84,775 $101,000 $117,000 - - $107,073 $104,821 $67,048 $84,775 $101,000 $117,000 $152,550



AssociationAmerican Society of Employers (MI) 4 16 $97,558 $96,734 - $93,600 - - - $97,558 $96,734 - - $93,600 - -Trusight (MN) - formerly EA 4 5 $86,806 $85,290 - $91,290 - - - $86,806 $85,290 - - $91,290 - -Employers Resource Assoc. (OH) 6 9 $136,289 $137,915 $112,900 $127,007 $169,800 - - $136,289 $137,915 $108,225 $112,900 $127,007 $169,800 $183,600Employers Resource Council (OH) 3 4 $138,089 $132,901 - $119,541 - - - $138,089 $132,901 - - $119,541 - -MRA - The Mgmt Assoc. (WI) 6 14 $104,095 $100,478 $69,500 $100,000 $114,900 - - $104,095 $100,478 $49,000 $69,500 $100,000 $114,900 $172,250

continued

(110) National Accounts ManagerCompensation Strategy: Straight Salary





(110) National Accounts ManagerCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 16 36 $100,830 $100,352 $75,200 $93,600 $112,375 - - $100,830 $100,352 $55,365 $75,200 $93,600 $112,375 $164,280Distributors/Wholesalers 5 6 $108,873 $110,283 $104,015 $110,798 $115,736 - - $108,873 $110,283 $93,500 $104,015 $110,798 $115,736 $127,152Retailers 5 9 $120,668 $116,256 $95,850 $114,000 $126,800 - - $120,668 $116,256 $82,000 $95,850 $114,000 $126,800 $185,000

IndustryNon-Durable Goods Manufacturing 10 19 $120,630 $119,277 $91,290 $111,597 $144,500 - - $120,630 $119,277 $68,000 $91,290 $111,597 $144,500 $183,600Durable Goods Manufacturing 13 27 $106,594 $102,721 $88,200 $104,000 $113,300 - - $106,594 $102,721 $71,400 $88,200 $104,000 $113,300 $127,722




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 32 61 $87,566 $86,758 $65,575 $87,035 $100,314 - $43,982 $134,521 $130,740 $73,282 $90,005 $117,199 $158,073 $219,840



AssociationTrusight (MN) - formerly EA 3 6 $75,361 $72,542 - $73,125 - - $11,063 $87,452 $83,604 - - $81,057 - -Employers Resource Assoc. (OH) 3 5 $59,567 $61,480 - $62,400 - - $56,592 $110,650 $118,072 - - $93,000 - -MRA - The Mgmt Assoc. (WI) 11 23 $90,391 $91,515 $66,150 $92,000 $100,629 - $42,662 $146,119 $134,177 $61,068 $99,700 $117,199 $152,000 $245,776The Management Assoc. of Illinois (IL) 10 19 $99,183 $96,483 $85,711 $94,471 $117,701 - $64,335 $161,633 $160,818 $107,007 $132,733 $148,875 $190,604 $214,068

continued

(110) National Accounts ManagerCompensation Strategy: Salary + Commission





(110) National Accounts ManagerCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 23 38 $89,175 $89,833 $67,797 $89,696 $110,500 - $47,322 $139,230 $137,155 $79,332 $103,418 $124,688 $167,274 $221,390Distributors/Wholesalers 10 16 $97,769 $92,306 $67,964 $89,345 $99,768 - $37,605 $142,110 $129,912 $67,100 $86,152 $112,838 $168,003 $224,585Retailers 3 6 $54,075 $54,075 - $53,611 - - $46,538 $100,612 $100,612 - - $67,944 - -

IndustryNon-Durable Goods Manufacturing 11 21 $99,769 $95,636 $77,625 $90,900 $105,314 - $39,627 $155,050 $135,263 $84,939 $104,840 $117,199 $139,655 $257,598Durable Goods Manufacturing 11 21 $86,696 $86,528 $67,721 $87,847 $99,140 - $42,636 $129,243 $129,165 $69,044 $89,436 $132,733 $169,262 $193,691Other Services 3 6 $89,078 $97,872 - $110,000 - - $77,164 $154,073 $175,037 - - $198,971 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 49 128 $100,880 $101,610 $82,907 $95,895 $119,767 $15,788 - $117,410 $117,398 $74,447 $91,758 $112,225 $137,966 $158,447


RegionGreat Lakes 36 75 $101,469 $103,226 $85,000 $101,650 $120,000 $17,820 - $120,109 $121,045 $79,200 $99,219 $119,593 $142,400 $163,166Mountain 7 19 $114,879 $123,561 $93,756 $124,155 $139,203 $18,085 - $130,791 $141,645 $95,600 $111,300 $136,639 $152,784 $187,500Pacific 3 3 $71,100 $71,100 - $81,600 - $667 - $71,767 $71,767 - - $81,600 - -

AssociationTrusight (MN) - formerly EA 6 14 $107,131 $120,752 $89,544 $118,600 $159,152 $8,345 - $122,486 $129,097 $68,161 $101,919 $122,887 $171,746 $188,500Employers Resource Assoc. (OH) 7 10 $96,743 $85,715 $50,500 $89,750 $110,311 $36,123 - $119,537 $121,838 $89,550 $99,000 $116,165 $145,700 $171,935Mtn States Employers Council (CO) 4 13 $107,497 $117,451 - $124,155 - $15,418 - $121,553 $132,869 - - $136,639 - -MRA - The Mgmt Assoc. (N. IL) 5 10 $101,659 $109,778 $94,200 $112,541 $121,895 $18,412 - $119,188 $128,190 $106,455 $113,025 $129,670 $135,537 $158,535MRA - The Mgmt Assoc. (WI) 14 31 $94,028 $97,726 $83,400 $100,000 $116,644 $19,956 - $115,353 $117,683 $71,974 $91,782 $119,593 $143,456 $155,166The Employers Council (UT) 3 6 $124,723 $136,798 - $120,443 - $23,862 - $143,108 $160,660 - - $135,288 - -

continued

(110) National Accounts ManagerCompensation Strategy: Salary + Bonus





(110) National Accounts ManagerCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 20 35 $105,888 $105,234 $88,000 $100,000 $119,600 $16,961 - $125,857 $122,196 $84,066 $102,000 $120,000 $138,303 $163,166Distributors/Wholesalers 16 61 $97,981 $96,772 $77,226 $91,052 $108,855 $15,778 - $115,749 $112,550 $67,000 $86,520 $106,404 $129,400 $156,082Retailers 14 26 $98,177 $107,994 $90,100 $112,593 $128,565 $13,359 - $109,954 $121,353 $69,118 $97,443 $121,874 $150,529 $163,891

IndustryNon-Durable Goods Manufacturing 18 73 $112,139 $105,804 $83,438 $101,650 $121,000 $13,470 - $127,479 $119,274 $67,000 $90,732 $112,200 $139,028 $164,840Durable Goods Manufacturing 19 40 $96,361 $97,335 $80,400 $92,788 $119,900 $20,735 - $117,658 $118,070 $80,160 $93,336 $115,012 $141,524 $155,599Wholesale and Retail Trade 7 7 $90,504 $90,504 $64,023 $93,756 $115,000 $7,780 - $98,284 $98,284 $49,000 $70,878 $106,250 $117,329 $129,500




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 12 16 $78,962 $79,534 $61,021 $75,000 $99,740 $7,860 $28,899 $123,401 $116,293 $65,268 $84,000 $98,500 $141,521 $197,497

Org Sales Volume0.0-26.9 million 7 8 $81,059 $78,739 $59,625 $64,541 $99,740 $6,407 $34,372 $124,913 $119,518 $61,343 $80,625 $112,937 $161,456 $200,76427.0-99.9 million 4 7 $67,533 $76,090 - $75,000 - $7,500 $25,060 $115,606 $108,650 - - $97,000 - -


AssociationEmployers Resource Assoc. (OH) 3 6 $75,713 $81,606 - $87,500 - $10,683 $35,074 $155,351 $127,363 - - $111,000 - -MRA - The Mgmt Assoc. (WI) 4 5 $83,000 $78,900 - $65,000 - $7,693 $33,484 $129,659 $120,077 - - $92,123 - -

continued


(110) National Accounts ManagerCompensation Strategy: Salary + Commission + Bonus



Total Compensation


(110) National Accounts ManagerCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg







# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 88 329 - - - - - - - $88,302 $101,297 $57,915 $68,259 $85,000 $105,594 $144,084

Org Sales Volume0.0-26.9 million 35 71 - - - - - - - $83,189 $84,600 $53,760 $62,882 $75,500 $90,638 $108,49027.0-99.9 million 34 154 - - - - - - - $87,165 $106,425 $57,435 $66,442 $80,959 $113,764 $161,236100.0 million+ *19 104 - - - - - - - $99,754 $105,103 $63,000 $76,980 $96,430 $110,750 $153,508

RegionNortheast *3 11 - - - - - - - $102,143 $91,701 - - $87,148 - -Southeast 4 8 - - - - - - - $83,649 $81,192 - - $80,646 - -Great Lakes 71 245 - - - - - - - $87,108 $91,081 $57,313 $66,373 $80,000 $100,142 $128,083Central *3 19 - - - - - - - $99,429 $136,224 - - $102,156 - -Mountain *4 43 - - - - - - - $109,685 $152,502 - - $106,627 - -Pacific 3 3 - - - - - - - $69,265 $69,265 - - $59,100 - -

AssociationAmerican Society of Employers (MI) 11 21 - - - - - - - $76,826 $79,417 $59,757 $70,171 $75,000 $87,889 $112,791Trusight (MN) - formerly EA 19 88 - - - - - - - $82,377 $85,308 $52,552 $58,533 $68,259 $86,471 $139,473Employers Resource Assoc. (OH) *8 21 - - - - - - - $90,278 $93,402 $64,098 $73,847 $87,441 $110,853 $140,878Employers Resource Council (OH) *7 14 - - - - - - - $77,178 $81,223 $52,100 $69,006 $79,644 $91,305 $115,923MRA - The Mgmt Assoc. (WI) *21 99 - - - - - - - $95,741 $106,638 $63,600 $74,600 $91,081 $111,000 $169,484The Management Assoc. of Illinois (IL) 14 37 - - - - - - - $98,134 $94,341 $62,274 $82,353 $96,472 $102,636 $117,386

continued


(120) Sales EngineerCombined Compensation Type

Promotes the sale of company products or services requiring knowledge of engineering principles. Serves as liaison between the customer and the company on engineering matters regarding product application, sales, installation and services. Examines and analyze customers' needs, prepares specifications, design modifications, recommendations, etc. pertinent to the proposed installation. May take charge of installation and servicing of products where engineering is required.


Total Compensation


(120) Sales EngineerCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 74 268 - - - - - - - $88,960 $102,229 $60,482 $71,127 $85,552 $107,038 $140,434Distributors/Wholesalers 15 36 - - - - - - - $85,694 $87,967 $50,002 $57,791 $74,053 $89,808 $135,532

IndustryNon-Durable Goods Manufacturing *13 45 - - - - - - - $89,443 $85,775 $61,195 $63,946 $72,100 $82,682 $109,090Durable Goods Manufacturing 57 139 - - - - - - - $83,985 $83,898 $57,120 $66,827 $80,787 $98,272 $115,000Wholesale and Retail Trade *9 89 - - - - - - - $110,054 $117,391 $66,522 $77,474 $98,000 $130,250 $228,884Professional and Business Services 3 4 - - - - - - - $86,883 $83,350 - - $81,750 - -





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 27 49 $73,956 $72,998 $59,750 $73,229 $84,000 - - $73,956 $72,998 $52,000 $59,750 $73,229 $84,000 $94,560

Org Sales Volume0.0-26.9 million 12 21 $71,636 $71,998 $59,750 $75,000 $85,000 - - $71,636 $71,998 $49,840 $59,750 $75,000 $85,000 $91,44127.0-99.9 million 13 24 $77,177 $74,526 $57,871 $72,614 $84,500 - - $77,177 $74,526 $51,000 $57,871 $72,614 $84,500 $103,598


AssociationAmerican Society of Employers (MI) 5 7 $69,723 $71,898 $64,000 $70,342 $79,000 - - $69,723 $71,898 $58,700 $64,000 $70,342 $79,000 $83,000Trusight (MN) - formerly EA 5 13 $69,613 $69,167 $57,992 $65,481 $75,500 - - $69,613 $69,167 $54,768 $57,992 $65,481 $75,500 $94,824Employers Resource Assoc. (OH) 3 5 $79,256 $82,573 - $85,000 - - - $79,256 $82,573 - - $85,000 - -MRA - The Mgmt Assoc. (WI) 8 15 $77,066 $72,830 $54,222 $75,000 $85,000 - - $77,066 $72,830 $50,000 $54,222 $75,000 $85,000 $97,078The Management Assoc. of Illinois (IL) 3 5 $89,313 $87,747 - $90,126 - - - $89,313 $87,747 - - $90,126 - -

continued

(120) Sales EngineerCompensation Strategy: Straight Salary





(120) Sales EngineerCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 23 40 $74,949 $73,984 $61,267 $74,649 $84,500 - - $74,949 $73,984 $53,480 $61,267 $74,649 $84,500 $91,606Distributors/Wholesalers 4 9 $68,248 $68,616 - $62,541 - - - $68,248 $68,616 - - $62,541 - -





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 22 125 $73,531 $67,265 $51,000 $60,000 $79,500 - $45,779 $108,244 $113,045 $65,313 $73,846 $97,000 $127,937 $191,887



AssociationTrusight (MN) - formerly EA 6 35 $71,705 $65,787 $51,000 $51,000 $82,000 - $39,597 $96,903 $105,384 $63,327 $67,349 $82,000 $133,424 $201,305MRA - The Mgmt Assoc. (WI) 5 52 $86,900 $70,923 $53,125 $63,300 $80,000 - $58,078 $152,537 $129,001 $72,370 $82,000 $102,000 $139,990 $248,177The Management Assoc. of Illinois (IL) 3 6 $85,214 $86,615 - $88,570 - - $19,933 $104,800 $106,548 - - $107,971 - -

continued


(120) Sales EngineerCompensation Strategy: Salary + Commission



Total Compensation


(120) Sales EngineerCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 18 107 $74,051 $65,223 $51,000 $60,000 $70,200 - $41,800 $108,743 $107,023 $65,557 $73,000 $94,000 $116,732 $163,497Distributors/Wholesalers 4 5 $73,002 $77,381 - $59,800 - - $43,471 $104,166 $120,852 - - $81,363 - -

IndustryNon-Durable Goods Manufacturing 8 34 $70,881 $62,000 $51,000 $51,000 $63,500 - $28,806 $102,009 $90,806 $61,911 $65,399 $72,550 $84,325 $138,491Durable Goods Manufacturing 6 14 $76,999 $69,442 $57,579 $66,762 $73,750 - $31,459 $102,653 $100,901 $69,421 $73,924 $90,217 $123,446 $153,808Wholesale and Retail Trade 6 63 $79,099 $70,563 $52,500 $70,000 $86,000 - $59,546 $132,157 $130,109 $74,600 $94,000 $105,071 $144,084 $243,279




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 39 105 $80,699 $75,445 $63,142 $74,644 $84,513 $11,230 - $92,370 $86,675 $55,950 $64,409 $82,000 $98,628 $113,865


RegionSoutheast 4 7 $79,032 $77,292 - $75,499 - $4,322 - $83,199 $81,613 - - $83,049 - -Great Lakes 28 83 $80,167 $73,507 $60,000 $70,008 $83,271 $7,507 - $86,586 $81,014 $54,863 $61,207 $78,500 $96,472 $114,001Mountain 3 4 $91,478 $97,359 - $83,718 - $107,487 - $169,668 $204,845 - - $101,862 - -

AssociationAmerican Society of Employers (MI) 5 10 $73,267 $72,871 $64,654 $72,322 $82,333 $5,740 - $76,747 $78,611 $64,873 $74,092 $74,939 $85,944 $95,545Trusight (MN) - formerly EA 8 31 $71,091 $62,861 $53,430 $58,989 $75,000 $3,598 - $76,807 $66,459 $45,329 $54,831 $60,000 $75,500 $97,483Employers Resource Assoc. (OH) 3 7 $87,100 $85,437 - $75,499 - $4,054 - $90,697 $89,491 - - $83,049 - -Employers Resource Council (OH) 3 9 $72,367 $74,585 - $72,672 - $8,854 - $77,679 $83,439 - - $80,787 - -MRA - The Mgmt Assoc. (WI) 8 21 $79,121 $75,653 $64,953 $75,000 $83,187 $13,612 - $88,039 $89,265 $60,418 $71,635 $85,988 $109,308 $113,288The Management Assoc. of Illinois (IL) 7 20 $93,383 $85,445 $75,980 $85,353 $93,619 $9,063 - $101,950 $94,508 $73,142 $85,746 $97,518 $101,907 $114,404

continued

(120) Sales EngineerCompensation Strategy: Salary + Bonus





(120) Sales EngineerCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 32 80 $82,569 $78,642 $65,142 $75,778 $87,426 $12,951 - $95,152 $91,593 $57,557 $67,450 $85,552 $101,871 $115,168Distributors/Wholesalers 6 13 $74,805 $73,520 $64,431 $79,000 $82,889 $10,000 - $83,379 $83,520 $60,934 $71,438 $82,347 $91,429 $121,762

IndustryNon-Durable Goods Manufacturing 4 7 $71,525 $70,613 - $70,008 - $71 - $71,650 $70,685 - - $70,008 - -Durable Goods Manufacturing 26 70 $79,501 $76,897 $64,976 $76,004 $87,409 $9,618 - $87,524 $86,516 $57,557 $68,697 $85,796 $101,798 $115,168Wholesale and Retail Trade 3 9 $78,601 $75,873 - $75,000 - $7,896 - $85,893 $83,770 - - $81,000 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses *10 30 $65,606 $55,705 $39,495 $52,573 $64,937 $10,385 $22,308 $87,894 $88,398 $53,560 $63,421 $77,624 $96,858 $102,747

Org Sales Volume0.0-26.9 million *5 17 $65,677 $49,042 $34,920 $41,200 $57,790 $15,730 $27,323 $93,736 $92,095 $49,505 $60,399 $74,877 $94,026 $170,73327.0-99.9 million 4 9 $65,781 $64,361 - $57,772 - $984 $12,820 $78,639 $78,165 - - $77,523 - -

RegionGreat Lakes *8 24 $64,376 $52,498 $38,991 $50,226 $58,918 $11,484 $23,822 $87,791 $87,804 $52,768 $63,062 $76,151 $91,939 $113,159

AssociationMRA - The Mgmt Assoc. (WI) *4 11 $54,964 $56,070 - $54,000 - $4,476 $19,646 $77,684 $80,192 - - $77,523 - -

continued


(120) Sales EngineerCompensation Strategy: Salary + Commission + Bonus



Total Compensation


(120) Sales EngineerCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryDurable Goods Manufacturing 5 11 $75,415 $67,253 $54,000 $64,087 $76,632 $4,984 $16,117 $93,241 $88,353 $62,720 $73,839 $86,653 $101,516 $119,344Wholesale and Retail Trade *3 16 $53,761 $46,074 - $40,710 - $15,854 $28,987 $89,410 $90,915 - - $76,151 - -





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 272 1103 - - - - - - - $105,414 $101,610 $50,816 $69,912 $90,790 $115,311 $144,968


RegionNortheast 20 56 - - - - - - - $115,260 $111,038 $78,416 $88,411 $104,224 $128,977 $149,211Southeast *15 104 - - - - - - - $106,261 $91,606 $65,098 $73,915 $87,880 $104,167 $122,333Great Lakes 181 711 - - - - - - - $104,577 $96,749 $46,073 $65,537 $90,000 $113,403 $145,430Central *16 95 - - - - - - - $97,912 $95,372 $57,426 $74,038 $88,023 $110,159 $136,326Mountain 20 65 - - - - - - - $101,067 $106,344 $55,146 $79,886 $102,500 $131,963 $154,544Pacific 20 72 - - - - - - - $112,853 $160,684 $57,558 $72,482 $87,904 $119,957 $482,748

AssociationAmerican Society of Employers (MI) *30 187 - - - - - - - $98,823 $90,240 $63,837 $70,232 $85,111 $99,956 $120,363Cascade Employers Assoc. (OR) *5 16 - - - - - - - $87,755 $85,997 $64,250 $74,134 $85,060 $94,023 $114,539Employers Assoc. NE (CT & MA) 4 8 - - - - - - - $125,645 $125,104 - - $121,000 - -Trusight (MN) - formerly EA 50 283 - - - - - - - $100,904 $102,588 $55,159 $70,102 $92,146 $118,499 $149,683Employers Assoc. W. Michigan (MI) *3 14 - - - - - - - $94,814 $103,851 - - $102,000 - -Employers Resource Assoc. (OH) *40 183 - - - - - - - $97,502 $75,324 $36,402 $43,442 $67,944 $98,221 $128,414Employers Resource Council (OH) 13 63 - - - - - - - $89,154 $91,590 $66,747 $72,827 $82,500 $102,202 $123,723MidAtlantic Employers Assoc. (PA) *7 17 - - - - - - - $116,189 $119,838 $75,144 $100,302 $117,000 $144,461 $162,703Mtn States Employers Council (CO) 14 46 - - - - - - - $95,618 $99,804 $51,557 $61,502 $90,000 $123,950 $155,733MRA - The Mgmt Assoc. (N. IL) *4 7 - - - - - - - $117,576 $120,777 - - $111,307 - -MRA - The Mgmt Assoc. (WI) 60 157 - - - - - - - $115,057 $112,000 $63,018 $79,964 $99,448 $122,250 $163,256The Employers Council (UT) *3 14 - - - - - - - $128,943 $132,009 - - $133,257 - -The Management Assoc. of Illinois (IL) 23 47 - - - - - - - $107,483 $107,438 $53,600 $72,104 $98,793 $134,941 $165,286

continued

(130) Sales Representative/Account Executive - Senior (Outside sales)Combined Compensation Type

Performs field promotional work to sell and develop new business. May include work with current major accounts, development of new territories, new industries, or with customers where the full market potential or product acceptance has not been established. Demonstrates products / services and provides assistance in the best application to the product. Coordinates Company technical engineering services to determine customers' needs. Prepare price quotations, terms of sales, delivery dates, etc., and writes orders subject to company policy. Investigates product / service warranty claims and ensures resolution of customer complaints following marketing policies. Develops data relative to marketing trends, competitive products and pricing, and submits marketing reports to management. As required, prepares and submits reports on sales and marketing activities. Trains, instructs and orients new personnel and trainees.




(130) Sales Representative/Account Executive - Senior (Outside sales)Combined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 175 493 - - - - - - - $109,193 $110,591 $63,994 $81,501 $101,316 $124,923 $160,942Distributors/Wholesalers 65 254 - - - - - - - $99,067 $95,875 $64,477 $73,533 $92,006 $111,298 $135,371Retailers *22 202 - - - - - - - $115,227 $97,717 $36,654 $45,399 $61,770 $97,512 $137,021Consumers 26 154 - - - - - - - $82,596 $87,424 $47,766 $67,779 $80,248 $95,050 $117,963

IndustryNatural Resources and Mining *3 7 - - - - - - - $90,659 $91,571 - - $85,434 - -Non-Durable Goods Manufacturing 49 219 - - - - - - - $124,463 $105,041 $63,942 $72,675 $94,929 $120,888 $148,779Durable Goods Manufacturing 110 300 - - - - - - - $98,571 $101,673 $67,078 $80,908 $97,303 $117,001 $141,446Wholesale and Retail Trade 49 355 - - - - - - - $102,635 $98,178 $40,982 $52,798 $78,855 $104,259 $136,646Transportation and Warehousing *4 23 - - - - - - - $88,315 $90,988 - - $91,900 - -Information *5 16 - - - - - - - $125,727 $114,108 $72,071 $90,000 $106,160 $127,978 $183,299Financial Activities *11 68 - - - - - - - $128,203 $110,348 $34,463 $52,083 $79,964 $123,411 $192,897Professional and Business Services 13 22 - - - - - - - $92,786 $99,931 $63,830 $74,757 $100,650 $112,804 $151,686Education and Health Services *8 21 - - - - - - - $111,461 $122,529 $71,521 $97,670 $115,000 $138,748 $175,890Other Services *17 66 - - - - - - - $99,086 $95,834 $58,431 $67,913 $87,704 $117,800 $149,237





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 43 83 $86,675 $83,564 $67,000 $80,000 $100,000 - - $86,675 $83,564 $55,040 $67,000 $80,000 $100,000 $114,785


RegionNortheast 3 4 $119,201 $121,151 - $120,000 - - - $119,201 $121,151 - - $120,000 - -Great Lakes 34 70 $82,042 $79,872 $65,047 $75,896 $93,889 - - $82,042 $79,872 $54,100 $65,047 $75,896 $93,889 $102,133Pacific 3 5 $93,303 $91,012 - $87,144 - - - $93,303 $91,012 - - $87,144 - -

AssociationAmerican Society of Employers (MI) 3 4 $86,347 $89,010 - $90,000 - - - $86,347 $89,010 - - $90,000 - -Trusight (MN) - formerly EA 10 23 $77,419 $78,103 $67,500 $75,630 $85,000 - - $77,419 $78,103 $64,675 $67,500 $75,630 $85,000 $101,815Employers Resource Assoc. (OH) 9 18 $95,674 $86,124 $57,650 $85,150 $100,000 - - $95,674 $86,124 $50,360 $57,650 $85,150 $100,000 $135,288MRA - The Mgmt Assoc. (WI) 9 19 $89,495 $85,540 $63,600 $88,000 $100,000 - - $89,495 $85,540 $56,304 $63,600 $88,000 $100,000 $117,997The Management Assoc. of Illinois (IL) 3 5 $52,157 $52,282 - $52,000 - - - $52,157 $52,282 - - $52,000 - -

continued

(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Straight Salary





(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 27 47 $86,051 $86,835 $67,500 $88,000 $100,000 - - $86,051 $86,835 $58,061 $67,500 $88,000 $100,000 $111,595Distributors/Wholesalers 8 19 $88,021 $80,916 $64,250 $75,750 $93,852 - - $88,021 $80,916 $50,400 $64,250 $75,750 $93,852 $117,997Consumers 8 16 $86,567 $77,605 $61,752 $75,000 $83,495 - - $86,567 $77,605 $51,455 $61,752 $75,000 $83,495 $126,500

IndustryNon-Durable Goods Manufacturing 6 11 $96,231 $94,785 $80,000 $97,500 $104,760 - - $96,231 $94,785 $54,200 $80,000 $97,500 $104,760 $135,288Durable Goods Manufacturing 18 35 $85,011 $87,448 $70,000 $88,000 $101,316 - - $85,011 $87,448 $62,550 $70,000 $88,000 $101,316 $113,190Wholesale and Retail Trade 6 15 $81,200 $69,395 $55,100 $63,600 $75,458 - - $81,200 $69,395 $50,240 $55,100 $63,600 $75,458 $105,000Financial Activities 3 3 $110,000 $110,000 - $125,000 - - - $110,000 $110,000 - - $125,000 - -Education and Health Services 3 3 $85,047 $85,047 - $95,340 - - - $85,047 $85,047 - - $95,340 - -Other Services 4 11 $72,454 $69,481 - $72,830 - - - $72,454 $69,481 - - $72,830 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 100 447 $67,303 $58,398 $35,004 $55,000 $79,430 - $39,210 $114,855 $97,608 $45,716 $65,226 $88,164 $117,000 $147,169


RegionNortheast 9 17 $75,287 $75,576 $46,772 $68,949 $101,500 - $44,490 $119,100 $120,066 $85,424 $97,500 $116,992 $131,652 $172,610Southeast 5 7 $63,833 $68,874 $47,509 $65,700 $97,737 - $59,070 $126,189 $127,944 $89,291 $90,075 $132,510 $155,704 $181,999Great Lakes 68 332 $68,517 $61,691 $39,656 $60,000 $80,000 - $30,942 $109,853 $92,633 $41,694 $62,810 $85,402 $114,725 $144,982Central 7 73 $61,236 $38,754 $25,000 $36,000 $38,000 - $58,644 $105,503 $97,398 $58,075 $71,501 $88,023 $117,637 $142,654Mountain 4 7 $41,980 $33,766 - $25,000 - - $36,744 $81,058 $70,510 - - $60,609 - -Pacific *7 11 $68,266 $71,821 $65,000 $79,900 $86,000 - $140,559 $178,558 $212,380 $72,683 $76,877 $88,000 $165,285 $760,810

AssociationAmerican Society of Employers (MI) 4 34 $58,672 $54,603 - $53,210 - - $41,688 $125,764 $96,291 - - $76,098 - -Trusight (MN) - formerly EA 15 113 $70,917 $53,321 $25,000 $36,000 $79,000 - $52,553 $114,373 $105,874 $61,609 $76,393 $97,914 $125,423 $163,146Employers Resource Assoc. (OH) 19 113 $60,577 $42,486 $28,600 $32,500 $54,538 - $24,420 $97,187 $66,906 $34,444 $40,241 $52,105 $89,278 $116,428Employers Resource Council (OH) 9 49 $67,355 $71,513 $60,000 $68,590 $79,868 - $14,527 $81,427 $86,041 $65,500 $72,414 $80,054 $95,307 $113,771MRA - The Mgmt Assoc. (WI) 24 75 $68,952 $73,754 $52,665 $73,112 $90,000 - $36,523 $116,869 $110,277 $59,875 $74,000 $99,000 $123,886 $159,632The Management Assoc. of Illinois (IL) 17 33 $67,987 $65,992 $44,590 $55,000 $88,767 - $55,766 $121,075 $121,758 $74,243 $91,010 $120,186 $150,362 $166,900

continued

(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Salary + Commission





(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 70 191 $69,092 $72,380 $55,000 $70,464 $90,000 - $42,787 $115,630 $115,167 $72,862 $87,750 $104,000 $128,500 $170,793Distributors/Wholesalers 27 69 $71,845 $75,335 $58,000 $68,949 $94,340 - $25,688 $102,230 $101,023 $68,387 $75,000 $94,304 $120,269 $151,039Retailers *5 143 $44,962 $32,974 $26,000 $30,000 $36,000 - $42,764 $200,278 $75,738 $35,755 $42,485 $55,057 $80,313 $120,219Consumers 6 44 $51,904 $53,772 $46,091 $50,001 $62,250 - $33,334 $84,736 $87,106 $63,558 $67,703 $77,422 $98,459 $127,301

IndustryNon-Durable Goods Manufacturing 22 81 $73,726 $78,623 $61,587 $72,243 $97,245 - $27,457 $120,649 $106,080 $63,451 $72,000 $97,914 $124,445 $174,026Durable Goods Manufacturing 44 121 $69,117 $70,428 $54,163 $67,000 $89,020 - $34,244 $103,671 $104,673 $73,386 $81,501 $98,303 $123,553 $146,222Wholesale and Retail Trade *11 165 $57,941 $38,725 $26,825 $31,877 $38,420 - $46,662 $163,791 $85,388 $36,517 $44,949 $63,158 $100,229 $142,193Financial Activities 5 21 $59,896 $54,346 $50,000 $50,001 $55,000 - $81,906 $151,569 $136,251 $54,978 $85,628 $98,765 $170,624 $275,949Professional and Business Services 6 7 $59,544 $58,038 $48,000 $51,015 $75,000 - $25,877 $80,262 $83,915 $58,181 $65,500 $82,000 $105,270 $106,398Other Services 5 32 $64,400 $55,791 $41,967 $53,791 $68,528 - $30,654 $111,065 $86,445 $63,128 $66,345 $70,714 $101,851 $127,232

* Rates are skewed.




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 78 288 $83,922 $80,785 $66,950 $78,407 $92,614 $11,318 - $94,286 $92,104 $63,025 $75,029 $88,350 $104,871 $122,900


RegionNortheast 6 18 $93,462 $87,274 $75,941 $82,553 $99,710 $6,715 - $98,687 $93,989 $71,024 $81,692 $90,550 $104,717 $122,035Southeast 6 85 $87,615 $75,722 $66,633 $70,000 $85,000 $11,511 - $95,274 $87,233 $65,117 $73,022 $84,332 $98,673 $117,038Great Lakes 46 109 $83,626 $83,654 $69,373 $85,000 $94,889 $13,084 - $94,968 $96,738 $62,929 $75,939 $93,708 $110,235 $130,893Central 7 16 $87,464 $86,680 $75,585 $82,118 $99,375 $9,585 - $96,151 $96,266 $73,564 $82,198 $92,539 $109,270 $128,318Mountain 8 28 $80,526 $87,266 $71,250 $85,010 $119,753 $14,506 - $95,641 $101,773 $51,531 $85,897 $92,041 $133,698 $148,955Pacific 5 32 $71,236 $72,197 $61,083 $72,000 $78,380 $5,458 - $76,762 $77,655 $53,442 $63,111 $79,807 $89,060 $105,355

AssociationAmerican Society of Employers (MI) 11 108 $83,594 $76,353 $66,950 $74,800 $83,972 $11,167 - $92,483 $87,520 $65,856 $75,771 $85,852 $96,529 $110,517Cascade Employers Assoc. (OR) 4 15 $86,162 $85,455 - $84,077 - $0 - $86,162 $85,455 - - $84,077 - -Trusight (MN) - formerly EA 13 30 $81,531 $84,584 $74,653 $85,720 $95,835 $12,818 - $93,126 $97,403 $64,674 $80,844 $98,857 $111,090 $128,250Employers Resource Assoc. (OH) 9 24 $69,874 $66,514 $52,125 $68,090 $83,379 $9,066 - $76,979 $75,580 $39,265 $64,125 $75,939 $91,277 $108,850MidAtlantic Employers Assoc. (PA) 3 5 $93,569 $87,875 - $80,105 - $4,637 - $100,485 $92,512 - - $82,357 - -Mtn States Employers Council (CO) 6 18 $73,089 $73,398 $44,565 $75,000 $87,571 $16,762 - $89,867 $90,160 $49,221 $60,349 $89,250 $108,099 $140,879MRA - The Mgmt Assoc. (N. IL) 3 5 $93,993 $96,756 - $92,978 - $18,466 - $111,880 $115,221 - - $111,200 - -MRA - The Mgmt Assoc. (WI) 20 40 $90,555 $92,408 $78,500 $90,000 $105,623 $15,598 - $102,957 $108,007 $75,018 $84,714 $100,000 $115,056 $131,552

continued

(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Salary + Bonus





(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 12 86 $85,302 $79,071 $66,873 $70,145 $92,762 $12,914 - $98,526 $91,985 $62,279 $75,566 $86,965 $107,380 $129,088Durable Goods Manufacturing 37 96 $85,409 $84,613 $71,640 $85,720 $96,904 $10,785 - $95,339 $95,399 $61,001 $75,029 $93,377 $110,353 $129,300Wholesale and Retail Trade 18 78 $78,017 $76,850 $69,580 $76,192 $85,000 $9,292 - $87,639 $86,142 $64,294 $72,686 $85,856 $93,142 $114,147Transportation and Warehousing 3 13 $82,042 $78,390 - $72,000 - $10,193 - $89,877 $88,583 - - $92,147 - -Financial Activities 3 9 $86,361 $81,912 - $72,500 - $24,338 - $104,699 $106,250 - - $80,000 - -Other Services 3 4 $91,052 $103,289 - $115,000 - $5,301 - $95,869 $108,590 - - $118,875 - -




# of Emp

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Total Responses 59 196 $66,421 $69,749 $50,000 $66,362 $81,750 $7,589 $46,730 $136,815 $124,068 $64,885 $86,998 $107,984 $134,948 $181,811


RegionNortheast 5 17 $77,989 $91,351 $66,335 $90,912 $108,487 $4,047 $22,283 $133,112 $117,681 $73,944 $89,126 $119,164 $146,789 $162,703Southeast 4 11 $65,952 $70,791 - $67,500 - $1,439 $26,074 $105,739 $98,304 - - $102,008 - -Great Lakes 39 133 $65,913 $66,644 $50,000 $63,544 $79,004 $5,837 $50,281 $126,670 $122,762 $66,169 $86,159 $105,385 $135,371 $183,351Mountain 4 14 $78,402 $77,599 - $76,304 - $42,155 $19,911 $138,101 $139,665 - - $126,701 - -Pacific 6 17 $55,142 $69,949 $48,521 $70,000 $90,500 $2,133 $89,839 $240,169 $161,921 $46,471 $90,227 $107,397 $145,779 $359,403

AssociationAmerican Society of Employers (MI) 12 41 $65,512 $75,362 $53,021 $75,000 $94,969 $2,402 $14,740 $98,773 $92,505 $42,320 $64,117 $82,094 $105,174 $132,600Trusight (MN) - formerly EA 12 58 $71,372 $70,168 $53,625 $67,450 $80,000 $9,023 $45,303 $113,725 $124,494 $69,459 $91,413 $107,885 $144,433 $169,762Employers Resource Assoc. (OH) 10 23 $62,232 $55,507 $40,000 $60,000 $67,500 $3,002 $56,202 $123,626 $114,711 $44,501 $85,434 $113,236 $137,757 $178,849Employers Resource Council (OH) 3 11 $48,145 $51,211 - $50,000 - $3,982 $64,921 $119,453 $120,113 - - $120,020 - -Mtn States Employers Council (CO) 3 11 $75,647 $75,126 - $75,358 - $50,718 $21,658 $147,157 $147,501 - - $128,523 - -MRA - The Mgmt Assoc. (WI) 7 21 $71,199 $73,485 $50,000 $63,000 $91,500 $1,823 $76,238 $180,037 $151,546 $75,997 $93,767 $120,223 $180,475 $318,105The Management Assoc. of Illinois (IL) 3 7 $61,152 $60,676 - $60,000 - $3,029 $30,903 $99,622 $94,609 - - $91,650 - -

continued


(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Salary + Commission + Bonus



Total Compensation


(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 41 145 $71,974 $74,440 $55,086 $70,720 $88,161 $9,041 $40,379 $126,622 $123,860 $65,342 $85,880 $110,190 $144,461 $186,242Distributors/Wholesalers 11 36 $62,112 $61,022 $50,000 $56,000 $74,502 $3,472 $47,123 $120,972 $111,617 $72,101 $91,704 $101,464 $120,740 $143,486Retailers 5 13 $41,877 $46,536 $24,700 $47,081 $70,000 $3,899 $118,671 $281,791 $169,106 $38,934 $49,894 $109,327 $141,877 $668,031

IndustryNon-Durable Goods Manufacturing 10 31 $64,133 $66,235 $47,424 $60,000 $82,000 $13,038 $67,577 $180,875 $146,851 $64,743 $75,290 $122,425 $160,000 $307,213Durable Goods Manufacturing 13 43 $65,546 $65,907 $54,000 $68,000 $78,103 $4,321 $46,351 $108,814 $116,579 $84,702 $97,131 $104,983 $126,192 $166,458Wholesale and Retail Trade 16 62 $62,916 $69,848 $47,058 $65,043 $83,823 $7,681 $42,287 $147,775 $119,815 $43,564 $64,591 $99,492 $123,499 $182,437Information 3 5 $77,222 $81,000 - $80,000 - $7,455 $44,984 $148,443 $133,439 - - $124,879 - -Professional and Business Services 4 11 $89,375 $91,364 - $90,000 - $591 $19,616 $111,463 $111,571 - - $109,558 - -Education and Health Services 3 15 $54,699 $69,917 - $77,200 - $22,372 $38,649 $134,031 $130,938 - - $125,868 - -Other Services 7 18 $65,880 $71,242 $50,000 $50,000 $85,750 $1,657 $56,553 $124,866 $129,453 $92,081 $110,598 $122,114 $149,176 $185,616




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Total Responses *9 42 - - - - - - $149,440 $116,264 $149,440 $43,727 $55,409 $82,234 $127,243 $482,748

Org Sales Volume0.0-26.9 million 4 5 - - - - - - $78,900 $76,022 $78,900 - - $57,133 - -27.0-99.9 million *5 37 - - - - - - $158,972 $148,458 $158,972 $45,209 $56,583 $83,605 $128,644 $575,513

Region

Great Lakes *6 25 - - - - - - $73,212 $69,096 $73,212 $39,869 $48,872 $63,889 $91,633 $128,262

Association

continued

(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Commission Only




Insufficient Data


(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Commission Only


# of Emp

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Wtd Annual Avg

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Customer TypeIndustry *6 19 - - - - - - $76,604 $66,656 $76,604 $30,000 $52,649 $71,248 $97,641 $135,119

IndustryWholesale and Retail Trade *5 30 - - - - - - $176,358 $168,071 $176,358 $45,938 $55,409 $86,416 $132,363 $592,514





# of Emp

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Total Responses *5 47 - - - - - $2,794 $90,595 $93,204 $93,390 $28,258 $41,013 $72,184 $93,676 $139,060

Org Sales Volume0.0-26.9 million *4 43 - - - - - $3,054 $86,125 $81,842 $89,179 - - $65,485 - -

RegionGreat Lakes *3 42 - - - - - $3,103 $85,969 $77,897 $89,072 - - $60,076 - -

Association

continued

Insufficient Data

(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Commission + Bonus





(130) Sales Representative/Account Executive - Senior (Outside sales)Compensation Strategy: Commission + Bonus


# of Emp

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Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeConsumers *3 39 - - - - - $3,342 $90,076 $93,173 $93,418 - - $72,184 - -

Industry



Insufficient Data



# of Emp

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Wtd Annual Avg

Un-Wtd Avg


Total Responses 272 1,718 - - - - - - - $70,109 $67,811 $40,823 $50,000 $63,643 $79,254 $97,071


RegionNortheast 24 89 - - - - - - - $77,429 $76,764 $45,463 $55,314 $70,748 $95,085 $122,257Southeast *12 51 - - - - - - - $69,040 $73,820 $48,440 $56,913 $72,800 $90,000 $101,819Great Lakes 179 1,307 - - - - - - - $70,066 $67,161 $40,000 $49,501 $62,590 $78,518 $94,863Central *13 48 - - - - - - - $63,789 $78,867 $49,841 $56,641 $69,834 $90,415 $129,989Mountain *18 121 - - - - - - - $69,996 $65,142 $43,845 $50,715 $63,324 $76,800 $87,408Pacific 26 102 - - - - - - - $67,376 $63,296 $41,868 $47,633 $60,534 $73,665 $90,308

AssociationAmerican Society of Employers (MI) *18 254 - - - - - - - $73,518 $62,990 $46,444 $50,706 $59,919 $69,725 $83,500Cascade Employers Assoc. (OR) 6 8 - - - - - - - $60,645 $60,314 $47,478 $51,075 $62,866 $66,500 $73,000Employers Assoc. NE (CT & MA) *7 29 - - - - - - - $77,405 $74,177 $48,598 $52,930 $71,000 $90,500 $105,834Trusight (MN) - formerly EA 38 281 - - - - - - - $68,681 $78,188 $46,361 $56,038 $70,000 $87,703 $116,819Employers Resource Assoc. (OH) *47 392 - - - - - - - $65,003 $57,548 $37,000 $40,577 $51,656 $71,348 $85,384Employers Resource Council (OH) 14 41 - - - - - - - $63,764 $65,265 $50,000 $54,004 $62,480 $74,148 $82,780MidAtlantic Employers Assoc. (PA) *6 16 - - - - - - - $71,990 $79,902 $45,052 $55,904 $73,057 $100,076 $133,252Mtn States Employers Council (CO) *18 119 - - - - - - - $64,080 $61,886 $42,855 $48,932 $59,400 $73,238 $83,000MRA - The Mgmt Assoc. (N. IL) *7 23 - - - - - - - $85,457 $82,124 $55,260 $62,063 $77,936 $95,070 $130,106MRA - The Mgmt Assoc. (WI) 67 297 - - - - - - - $71,623 $67,917 $40,079 $50,000 $66,574 $80,187 $91,719The Management Assoc. of Illinois (IL) 21 144 - - - - - - - $79,465 $81,710 $53,325 $66,081 $80,148 $96,315 $116,480

continued


(150) Sales Representative/Account Executive (Outside sales)Combined Compensation Type

Performs field promotional work to sell and develop new business accounts. Usually assigned to established territories or industries where company product lines are accepted. Demonstrates products / services and provides assistance in the best application of the product. May coordinate company technical engineering services to determine customers' needs. Subject to company approval, quotes prices, terms of sales, delivery dates, etc. Investigates product / service warranty claims and ensures resolution of customer complaints following marketing policies. As required, inform the company relative to marketing trends, competitive products and pricing. Completes required activity and expense reports.


Total Compensation


(150) Sales Representative/Account Executive (Outside sales)Combined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 184 836 - - - - - - - $71,743 $72,153 $45,526 $53,789 $68,142 $85,000 $103,111Distributors/Wholesalers 59 371 - - - - - - - $69,838 $75,751 $44,511 $55,008 $71,300 $83,981 $105,728Retailers *21 271 - - - - - - - $63,870 $49,544 $36,351 $38,519 $45,425 $56,080 $72,864Consumers *26 240 - - - - - - - $63,319 $61,043 $43,819 $51,711 $61,508 $69,625 $76,440

IndustryConstruction 5 11 - - - - - - - $65,165 $59,791 $43,013 $43,798 $55,051 $73,200 $88,248Non-Durable Goods Manufacturing 55 291 - - - - - - - $71,640 $72,610 $40,406 $52,640 $73,167 $85,000 $101,795Durable Goods Manufacturing 90 363 - - - - - - - $71,750 $71,219 $46,867 $55,126 $69,790 $81,567 $97,772Wholesale and Retail Trade 46 460 - - - - - - - $68,447 $64,939 $38,229 $42,222 $56,239 $76,414 $95,091Transportation and Warehousing *5 33 - - - - - - - $57,883 $63,024 $44,018 $50,444 $60,002 $69,609 $97,360Information *8 46 - - - - - - - $61,596 $54,395 $31,438 $38,623 $49,736 $66,081 $86,789Financial Activities *9 80 - - - - - - - $77,306 $65,846 $44,048 $48,041 $56,939 $71,102 $111,364Professional and Business Services 16 40 - - - - - - - $71,305 $72,244 $54,650 $60,000 $70,727 $84,433 $94,750Education and Health Services 14 87 - - - - - - - $73,047 $78,542 $52,679 $59,500 $72,800 $93,113 $114,372Leisure and Hospitality *3 9 - - - - - - - $52,069 $55,425 - - $56,080 - -Other Services *19 282 - - - - - - - $66,692 $63,548 $46,673 $50,671 $59,974 $71,321 $85,435





# of Emp

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Total Responses 45 139 $63,347 $59,625 $42,600 $57,071 $73,000 - - $63,347 $59,625 $40,000 $42,600 $57,071 $73,000 $87,806


RegionNortheast 4 6 $76,726 $72,855 - $79,674 - - - $76,726 $72,855 - - $79,674 - -Great Lakes 31 100 $63,449 $59,688 $42,100 $56,787 $73,880 - - $63,449 $59,688 $40,000 $42,100 $56,787 $73,880 $87,745Mountain 3 4 $55,189 $55,467 - $56,300 - - - $55,189 $55,467 - - $56,300 - -Pacific 5 23 $58,487 $53,318 $43,000 $54,631 $62,500 - - $58,487 $53,318 $36,600 $43,000 $54,631 $62,500 $71,079

AssociationTrusight (MN) - formerly EA 5 19 $63,325 $59,100 $50,000 $57,500 $62,000 - - $63,325 $59,100 $47,960 $50,000 $57,500 $62,000 $68,830Employers Resource Assoc. (OH) 9 53 $54,286 $50,406 $40,000 $42,350 $56,787 - - $54,286 $50,406 $34,080 $40,000 $42,350 $56,787 $90,000MRA - The Mgmt Assoc. (WI) 13 28 $70,617 $74,908 $64,625 $78,221 $85,000 - - $70,617 $74,908 $49,240 $64,625 $78,221 $85,000 $91,192

continued

(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Straight Salary





(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 27 64 $63,397 $65,672 $51,219 $61,767 $84,921 - - $63,397 $65,672 $39,600 $51,219 $61,767 $84,921 $93,248Distributors/Wholesalers 10 47 $63,773 $54,282 $40,000 $54,631 $62,844 - - $63,773 $54,282 $40,000 $40,000 $54,631 $62,844 $77,994Retailers 4 15 $58,052 $52,260 - $56,540 - - - $58,052 $52,260 - - $56,540 - -Consumers 5 13 $65,760 $57,675 $47,605 $56,075 $66,915 - - $65,760 $57,675 $41,920 $47,605 $56,075 $66,915 $84,907

IndustryNon-Durable Goods Manufacturing 13 39 $63,099 $66,926 $50,000 $65,000 $85,000 - - $63,099 $66,926 $39,600 $50,000 $65,000 $85,000 $93,248Durable Goods Manufacturing 15 27 $72,353 $68,819 $55,650 $68,000 $77,000 - - $72,353 $68,819 $50,771 $55,650 $68,000 $77,000 $88,445Wholesale and Retail Trade 6 44 $55,529 $49,860 $40,000 $41,200 $58,501 - - $55,529 $49,860 $32,773 $40,000 $41,200 $58,501 $72,571Professional and Business Services 3 4 $59,167 $60,000 - $62,500 - - - $59,167 $60,000 - - $62,500 - -Other Services 3 11 $44,922 $50,522 - $48,745 - - - $44,922 $50,522 - - $48,745 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 112 746 $51,944 $46,870 $39,001 $44,906 $53,169 - $20,091 $71,414 $66,961 $44,476 $52,092 $63,256 $77,536 $92,625


RegionNortheast 9 37 $55,473 $50,120 $39,386 $50,000 $60,500 - $22,639 $78,526 $72,759 $40,800 $55,500 $68,000 $90,750 $112,555Southeast 6 24 $53,539 $45,980 $38,190 $41,201 $54,075 - $38,947 $81,146 $84,927 $62,721 $73,013 $84,093 $98,390 $112,000Great Lakes 80 579 $52,384 $48,338 $40,000 $45,000 $54,000 - $17,064 $71,197 $65,401 $44,420 $51,333 $62,284 $76,081 $89,429Central 6 31 $52,908 $44,884 $38,208 $42,000 $50,000 - $42,852 $67,921 $87,736 $50,400 $60,689 $83,262 $115,868 $134,572Mountain 5 48 $43,873 $33,848 $20,000 $35,000 $42,813 - $23,487 $60,448 $57,335 $42,326 $45,610 $53,879 $66,588 $78,096Pacific 6 27 $44,953 $37,169 $24,000 $36,000 $43,605 - $32,589 $66,539 $69,757 $44,647 $53,000 $66,243 $84,590 $103,112

AssociationAmerican Society of Employers (MI) 7 223 $48,804 $44,664 $40,000 $43,742 $48,000 - $17,461 $85,041 $62,125 $46,803 $50,714 $59,317 $68,573 $78,094Trusight (MN) - formerly EA 13 78 $53,563 $52,876 $40,750 $51,414 $63,466 - $13,235 $65,017 $66,111 $47,400 $54,747 $62,463 $78,484 $89,451Employers Resource Assoc. (OH) 24 82 $52,937 $52,047 $44,859 $51,359 $57,765 - $14,172 $67,071 $66,219 $48,324 $55,311 $61,880 $73,504 $89,340Employers Resource Council (OH) 9 23 $55,996 $56,478 $48,960 $57,000 $63,240 - $12,908 $65,999 $69,386 $50,275 $57,857 $63,688 $80,788 $101,607Mtn States Employers Council (CO) 4 47 $46,092 $33,823 - $35,000 - - $23,535 $61,499 $57,358 - - $53,850 - -MRA - The Mgmt Assoc. (N. IL) 4 14 $54,205 $56,722 - $55,423 - - $18,443 $76,135 $75,165 - - $76,536 - -MRA - The Mgmt Assoc. (WI) 25 115 $50,807 $47,003 $38,519 $43,160 $50,103 - $13,985 $71,960 $60,987 $37,415 $41,469 $54,227 $76,000 $90,180The Management Assoc. of Illinois (IL) 19 138 $54,260 $47,126 $37,746 $42,664 $53,475 - $35,113 $81,347 $82,239 $53,965 $66,836 $80,312 $96,002 $117,103

continued


(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Salary + Commission



Total Compensation


(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 85 427 $52,850 $46,248 $38,615 $43,160 $54,000 - $23,316 $73,165 $69,564 $45,500 $52,266 $63,912 $80,951 $101,538Distributors/Wholesalers 19 112 $51,838 $53,765 $41,285 $52,900 $67,500 - $19,669 $72,723 $73,435 $52,685 $62,084 $74,634 $83,211 $91,244Retailers 7 57 $41,200 $40,916 $36,462 $38,978 $44,354 - $4,666 $56,097 $45,582 $36,400 $37,980 $41,891 $48,408 $60,689Consumers 7 150 $42,147 $45,754 $41,498 $45,388 $50,000 - $17,088 $56,407 $62,842 $48,158 $55,347 $62,531 $68,936 $76,901

IndustryNon-Durable Goods Manufacturing 21 130 $54,455 $54,397 $40,000 $52,610 $67,503 - $15,874 $79,555 $70,271 $37,830 $45,039 $71,333 $83,250 $98,628Durable Goods Manufacturing 34 143 $54,470 $47,492 $38,000 $43,000 $54,186 - $30,208 $73,423 $77,700 $50,000 $61,000 $74,670 $90,337 $111,136Wholesale and Retail Trade 15 100 $47,554 $47,279 $40,000 $45,000 $52,456 - $17,482 $67,881 $64,761 $41,100 $52,679 $61,307 $78,210 $86,455Transportation and Warehousing 3 22 $29,458 $27,432 - $24,000 - - $37,555 $58,421 $64,987 - - $61,627 - -Information 3 16 $43,833 $45,312 - $45,000 - - $18,938 $57,961 $64,251 - - $60,374 - -Financial Activities 5 34 $46,917 $31,032 $20,000 $20,000 $35,000 - $32,215 $74,500 $63,247 $42,594 $45,242 $53,363 $70,000 $105,950Professional and Business Services 9 24 $57,195 $52,929 $42,000 $50,000 $60,000 - $16,156 $67,403 $69,085 $53,650 $58,376 $66,500 $79,217 $89,790Education and Health Services 10 41 $57,112 $53,635 $48,000 $53,539 $59,150 - $10,879 $71,823 $64,514 $48,957 $56,810 $61,880 $71,495 $80,800Other Services 7 218 $48,667 $44,596 $40,000 $43,564 $47,888 - $16,243 $67,600 $60,839 $46,569 $50,615 $59,037 $67,799 $77,043




# of Emp

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Total Responses 67 448 $64,740 $56,668 $41,107 $52,413 $70,000 $5,949 - $72,160 $62,618 $38,375 $45,421 $57,626 $76,196 $90,465


RegionNortheast 8 22 $67,905 $59,885 $46,834 $58,482 $74,516 $6,355 - $74,070 $66,239 $46,008 $50,946 $58,815 $80,410 $97,186Great Lakes 43 377 $64,049 $55,313 $38,386 $50,000 $69,555 $6,287 - $72,406 $61,600 $38,225 $43,899 $56,406 $75,507 $88,910Central 3 4 $60,452 $62,118 - $63,631 - $8,454 - $70,480 $70,572 - - $70,849 - -Mountain 5 14 $75,372 $79,693 $67,414 $79,317 $87,750 $5,690 - $81,268 $85,383 $67,740 $71,624 $85,375 $94,800 $108,700Pacific 6 28 $64,792 $61,299 $44,565 $56,715 $68,750 $1,100 - $68,693 $62,399 $39,648 $44,565 $57,833 $73,000 $102,000

AssociationAmerican Society of Employers (MI) 6 13 $65,893 $66,036 $52,103 $64,358 $79,964 $20,955 - $79,274 $86,991 $55,109 $72,676 $90,450 $99,437 $115,503Employers Assoc. NE (CT & MA) 3 13 $58,963 $53,864 - $48,100 - $7,069 - $63,717 $60,933 - - $52,162 - -Trusight (MN) - formerly EA 8 66 $61,068 $64,077 $53,105 $63,606 $72,769 $7,633 - $68,728 $71,710 $52,430 $57,762 $71,716 $82,217 $91,575Employers Resource Assoc. (OH) 10 196 $55,929 $45,632 $34,547 $40,394 $49,907 $4,769 - $62,301 $50,401 $36,308 $39,035 $45,389 $58,206 $75,792Mtn States Employers Council (CO) 4 8 $71,321 $70,782 - $69,942 - $5,596 - $77,237 $76,378 - - $72,333 - -MRA - The Mgmt Assoc. (WI) 19 70 $63,673 $62,513 $49,431 $60,605 $70,728 $6,286 - $71,322 $68,799 $49,520 $56,085 $68,284 $80,250 $90,747

continued

(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Salary + Bonus





(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

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Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 10 67 $67,217 $69,168 $52,021 $67,759 $80,000 $8,511 - $75,657 $77,679 $51,925 $60,002 $78,945 $88,502 $105,185Durable Goods Manufacturing 30 148 $66,041 $61,482 $46,948 $60,591 $72,554 $5,319 - $73,478 $66,801 $45,691 $50,327 $69,120 $77,670 $87,541Wholesale and Retail Trade 15 182 $59,596 $45,422 $34,239 $37,640 $51,438 $4,787 - $64,901 $50,209 $36,148 $38,632 $43,896 $55,655 $73,950Financial Activities 3 13 $55,507 $53,312 - $48,500 - $12,396 - $68,213 $65,707 - - $70,010 - -Other Services 5 33 $72,715 $71,488 $52,103 $67,000 $87,750 $7,889 - $84,782 $79,377 $49,819 $58,159 $79,996 $95,400 $113,241




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Wtd Annual Avg

Un-Wtd Avg


Total Responses 68 307 $48,349 $45,863 $32,423 $45,000 $56,020 $2,868 $24,115 $70,680 $72,846 $45,506 $54,566 $68,988 $84,231 $103,950


RegionNortheast 6 24 $54,784 $58,063 $42,046 $56,587 $67,950 $6,173 $29,326 $83,155 $93,562 $50,939 $66,561 $95,165 $126,278 $132,185Southeast 4 19 $37,026 $40,738 - $40,000 - $3,144 $18,499 $59,956 $62,381 - - $57,446 - -Great Lakes 37 175 $49,400 $45,597 $33,250 $45,000 $54,855 $2,442 $26,461 $71,129 $74,500 $45,815 $55,000 $73,792 $89,019 $105,652Central 4 12 $47,860 $51,156 - $50,000 - $1,227 $9,579 $56,907 $61,961 - - $61,391 - -Mountain 7 53 $49,937 $43,839 $30,000 $32,423 $61,586 $3,936 $19,258 $71,206 $67,033 $44,451 $51,214 $67,320 $77,400 $89,864Pacific 10 24 $44,213 $41,482 $36,360 $40,000 $48,011 $916 $24,237 $70,963 $66,635 $43,418 $51,805 $64,438 $81,673 $89,233

AssociationAmerican Society of Employers (MI) 5 13 $54,303 $50,833 $45,000 $50,000 $55,000 $660 $6,180 $60,397 $57,673 $45,445 $46,306 $59,892 $65,913 $77,234Trusight (MN) - formerly EA 11 61 $50,569 $45,985 $30,497 $50,000 $59,413 $1,788 $27,132 $69,260 $74,906 $33,164 $54,603 $75,037 $93,021 $110,978Employers Resource Assoc. (OH) 10 54 $41,625 $40,303 $30,908 $35,742 $45,197 $3,516 $33,065 $68,614 $76,883 $48,834 $60,551 $74,891 $93,506 $104,423Mtn States Employers Council (CO) 11 61 $43,254 $41,958 $30,000 $36,000 $56,306 $3,700 $17,796 $60,060 $63,454 $42,606 $48,792 $63,324 $75,031 $83,804MRA - The Mgmt Assoc. (WI) 17 75 $54,492 $50,110 $39,000 $50,000 $55,000 $2,578 $21,148 $78,275 $73,835 $49,600 $56,006 $69,449 $82,408 $102,237

continued


(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Salary + Commission + Bonus



Total Compensation


(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 47 183 $50,473 $49,123 $36,000 $48,022 $58,195 $3,196 $26,509 $71,683 $78,828 $46,395 $57,396 $75,366 $95,000 $119,310Distributors/Wholesalers 12 59 $47,967 $44,962 $30,000 $50,000 $56,581 $1,944 $19,674 $71,103 $66,580 $47,497 $54,414 $66,224 $78,000 $84,500Retailers 5 27 $40,110 $38,377 $29,536 $37,752 $44,070 $1,909 $31,362 $73,271 $71,648 $49,155 $64,474 $67,819 $80,527 $93,160Consumers 6 38 $38,445 $36,880 $25,740 $35,000 $49,297 $3,404 $14,333 $59,238 $54,617 $31,690 $40,313 $52,289 $67,249 $76,706

IndustryNon-Durable Goods Manufacturing 14 55 $47,673 $54,317 $40,000 $53,500 $65,000 $4,309 $17,368 $68,350 $75,994 $45,357 $57,446 $75,001 $84,004 $106,075Durable Goods Manufacturing 14 40 $53,270 $49,313 $40,000 $49,507 $57,426 $1,843 $15,838 $70,899 $66,994 $40,789 $51,213 $65,426 $74,883 $97,188Wholesale and Retail Trade 17 82 $43,428 $42,365 $35,000 $41,582 $50,000 $2,457 $24,520 $69,791 $69,342 $49,898 $58,971 $67,752 $79,031 $86,511Information 5 22 $46,766 $33,673 $20,150 $28,590 $40,800 $295 $17,218 $63,773 $51,186 $30,940 $32,573 $44,759 $59,673 $95,968Professional and Business Services 4 11 $56,250 $42,727 - $25,000 - $0 $38,337 $82,922 $81,065 - - $80,000 - -Education and Health Services 3 41 $46,234 $52,318 - $56,020 - $4,366 $37,389 $79,540 $94,073 - - $93,113 - -Other Services 7 20 $49,226 $50,001 $33,673 $49,011 $50,000 $1,338 $22,787 $68,492 $74,125 $47,782 $53,717 $70,719 $81,020 $130,474




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 7 14 - - - - - - $72,684 $68,523 $72,684 $37,200 $53,670 $70,704 $94,358 $111,885

Org Sales Volume0.0-26.9 million 5 9 - - - - - - $79,245 $72,814 $79,245 $32,000 $61,774 $74,124 $104,385 $115,001

RegionGreat Lakes 7 14 - - - - - - $72,684 $68,523 $72,684 $37,200 $53,670 $70,704 $94,358 $111,885

Association

continued

Insufficient Data

(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Commission Only





(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Commission Only


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 5 10 - - - - - - $76,600 $74,894 $76,600 $42,400 $53,670 $70,704 $102,193 $114,378

IndustryWholesale and Retail Trade 3 9 - - - - - - $76,305 $70,395 $76,305 - - $75,746 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses *8 64 - - - - - $849 $105,789 $69,003 $106,638 $39,085 $56,950 $91,957 $145,994 $191,588

Org Sales Volume27.0-99.9 million *3 10 - - - - - $1,710 $47,202 $58,073 $48,912 - - $41,890 - -100.0 million+ *3 40 - - - - - $640 $138,949 $97,749 $139,588 - - $127,650 - -

Region

Great Lakes *7 62 - - - - - $877 $106,618 $67,420 $107,495 $38,912 $56,215 $93,456 $150,819 $192,930

AssociationTrusight (MN) - formerly EA *3 55 - - - - - $669 $113,234 $81,472 $113,903 - - $100,043 - -

continued


(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Commission + Bonus



Total Compensation


(150) Sales Representative/Account Executive (Outside sales)Compensation Strategy: Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeDistributors/Wholesalers *5 43 - - - - - $682 $131,047 $72,228 $131,728 $56,176 $91,703 $124,917 $179,506 $205,407Consumers *4 21 - - - - - $1,193 $54,070 $61,203 $55,263 - - $54,150 - -

IndustryWholesale and Retail Trade *5 43 - - - - - $828 $131,522 $74,899 $132,350 $65,057 $91,703 $124,917 $179,506 $205,407





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 95 300 - - - - - - - $48,095 $47,196 $30,000 $35,000 $42,754 $59,869 $68,598


RegionNortheast 6 8 - - - - - - - $50,092 $46,340 $25,000 $35,113 $40,927 $57,999 $75,775Southeast 7 19 - - - - - - - $47,788 $50,232 $25,650 $40,000 $52,564 $63,924 $65,300Great Lakes 63 210 - - - - - - - $47,176 $43,950 $29,828 $33,574 $40,000 $52,422 $66,027Central 3 3 - - - - - - - $47,674 $47,674 - - $49,821 - -Mountain 10 54 - - - - - - - $48,969 $57,998 $34,405 $44,013 $65,000 $67,926 $70,595Pacific 6 6

AssociationAmerican Society of Employers (MI) 8 38 - - - - - - - $48,541 $48,789 $34,887 $37,974 $41,356 $63,214 $69,235Trusight (MN) - formerly EA 12 40 - - - - - - - $44,510 $42,921 $29,649 $35,396 $40,018 $49,096 $59,577Employers Resource Assoc. (OH) 20 93 - - - - - - - $42,956 $38,953 $28,734 $31,308 $35,400 $44,022 $56,300Mtn States Employers Council (CO) 8 48 - - - - - - - $50,350 $58,975 $35,656 $45,519 $65,000 $68,374 $70,279MRA - The Mgmt Assoc. (N. IL) 3 4 - - - - - - - $62,223 $65,555 - - $74,260 - -MRA - The Mgmt Assoc. (WI) 26 52 - - - - - - - $47,942 $49,586 $26,612 $36,674 $50,629 $60,980 $71,310The Management Assoc. of Illinois (IL) 5 6 - - - - - - - $56,560 $56,169 $36,000 $41,625 $53,910 $68,451 $87,645

continued

(160) Sales Representative - Junior (Outside sales)Combined Compensation Type

Under the supervision of the Sales Supervisor or Sales Representative - Senior, performs field promotional work to obtain sales in an assigned territory where the company and product line are established. May canvas out prospective new accounts. Demonstrates products / services and assists in the selection of products / services most applicable to customers' needs. Demonstrates and familiarizes established accounts with new products / services and developments. Quotes prices, terms, delivery dates, etc. on new or repeat orders subject to the approval of company sales supervisor. May investigate and report on warranty claims and complaints. Prepares periodic activity and expense reports.




(160) Sales Representative - Junior (Outside sales)Combined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 20 52 - - - - - - - $48,408 $54,957 $34,239 $42,000 $55,500 $65,229 $78,307Durable Goods Manufacturing 22 58 - - - - - - - $52,835 $57,663 $39,404 $46,532 $63,479 $67,313 $70,992Wholesale and Retail Trade 17 99 - - - - - - - $46,832 $41,983 $30,000 $32,400 $39,816 $46,684 $65,185Financial Activities 5 18 - - - - - - - $37,266 $37,548 $30,902 $31,200 $35,149 $39,606 $52,140Professional and Business Services 3 7 - - - - - - - $50,992 $49,951 - - $51,000 - -Education and Health Services 10 17 - - - - - - - $45,465 $47,050 $31,280 $38,000 $44,500 $57,216 $65,660Other Services 11 31 - - - - - - - $48,759 $42,138 $26,519 $35,000 $39,110 $44,195 $66,515




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 19 80 $42,147 $37,527 $31,254 $35,700 $41,200 - - $42,147 $37,527 $29,829 $31,254 $35,700 $41,200 $51,620

Org Sales Volume0.0-26.9 million 10 28 $44,143 $43,766 $39,603 $41,600 $47,425 - - $44,143 $43,766 $36,000 $39,603 $41,600 $47,425 $56,72027.0-99.9 million 8 29 $40,652 $34,179 $30,600 $33,460 $35,700 - - $40,652 $34,179 $25,000 $30,600 $33,460 $35,700 $40,000


AssociationEmployers Resource Assoc. (OH) 6 63 $36,562 $35,789 $30,900 $33,484 $40,000 - - $36,562 $35,789 $28,734 $30,900 $33,484 $40,000 $44,678MRA - The Mgmt Assoc. (WI) 5 8 $48,113 $45,821 $42,000 $42,000 $54,250 - - $48,113 $45,821 $36,566 $42,000 $42,000 $54,250 $55,000

continued

(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Straight Salary





(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 12 17 $43,384 $42,109 $39,760 $41,200 $43,250 - - $43,384 $42,109 $31,787 $39,760 $41,200 $43,250 $55,628Distributors/Wholesalers 4 38 $41,136 $37,349 - $35,000 - - - $41,136 $37,349 - - $35,000 - -

IndustryNon-Durable Goods Manufacturing 6 11 $37,968 $38,459 $36,566 $40,000 $42,000 - - $37,968 $38,459 $26,697 $36,566 $40,000 $42,000 $42,000Durable Goods Manufacturing 6 6 $49,277 $49,277 $38,640 $53,500 $55,785 - - $49,277 $49,277 $36,000 $38,640 $53,500 $55,785 $58,141Wholesale and Retail Trade 3 59 $36,711 $35,868 - $33,460 - - - $36,711 $35,868 - - $33,460 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 24 90 $37,191 $32,258 $26,000 $31,200 $38,131 - $16,641 $49,245 $48,899 $31,200 $35,066 $42,729 $65,000 $68,598



AssociationTrusight (MN) - formerly EA 5 14 $45,988 $37,347 $26,000 $32,600 $41,635 - $7,421 $55,225 $44,768 $31,200 $32,724 $38,908 $51,734 $79,623Employers Resource Assoc. (OH) 4 8 $32,500 $32,500 - $35,000 - - $6,813 $39,313 $39,313 - - $36,500 - -MRA - The Mgmt Assoc. (WI) 6 14 $33,369 $26,378 $16,000 $16,790 $41,000 - $12,166 $43,829 $38,544 $15,905 $23,664 $31,423 $60,235 $68,256The Management Assoc. of Illinois (IL) 3 4 $45,058 $44,463 - $44,425 - - $19,917 $67,766 $64,379 - - $61,745 - -

continued

(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Salary + Commission





(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 12 21 $40,099 $36,763 $26,000 $37,000 $43,250 - $12,254 $51,816 $49,017 $32,938 $35,044 $50,500 $61,303 $69,558Distributors/Wholesalers 6 12 $41,295 $36,555 $23,125 $38,261 $43,168 - $13,502 $57,151 $50,057 $36,108 $39,145 $41,950 $52,372 $88,204Retailers 3 4 $25,635 $23,202 - $21,790 - - $3,000 $29,635 $26,202 - - $26,290 - -Consumers 5 53 $29,545 $30,183 $27,206 $30,805 $35,000 - $20,120 $40,178 $50,303 $30,027 $35,000 $47,000 $66,206 $68,598

IndustryNon-Durable Goods Manufacturing 4 5 $42,277 $37,003 - $42,105 - - $7,546 $51,709 $44,549 - - $58,694 - -Durable Goods Manufacturing 4 28 $37,537 $29,906 - $27,206 - - $36,361 $62,035 $66,266 - - $66,206 - -Wholesale and Retail Trade 4 10 $42,860 $36,716 - $36,261 - - $10,169 $53,855 $46,885 - - $41,950 - -Financial Activities 3 9 $29,411 $29,122 - $31,200 - - $5,785 $35,196 $34,907 - - $35,000 - -Other Services 3 20 $40,052 $37,011 - $35,500 - - $2,323 $44,581 $39,334 - - $37,949 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 37 72 $47,494 $49,609 $40,700 $49,500 $57,405 $4,814 - $51,971 $54,422 $38,763 $43,944 $53,391 $65,139 $71,645


RegionNortheast 3 4 $55,522 $51,517 - $46,707 - $1,869 - $57,539 $53,386 - - $48,457 - -Southeast 5 13 $47,790 $50,563 $42,300 $49,500 $58,308 $2,755 - $50,074 $53,317 $34,760 $45,250 $54,500 $64,171 $66,260Great Lakes 22 43 $45,183 $47,934 $40,000 $45,052 $57,120 $5,535 - $50,125 $53,470 $36,944 $43,429 $52,484 $66,120 $72,178Mountain 3 8 $50,506 $55,134 - $56,000 - $5,332 - $56,132 $60,466 - - $61,936 - -Pacific 3 3 $55,067 $55,067 - $55,200 - $4,600 - $59,667 $59,667 - - $59,000 - -

AssociationAmerican Society of Employers (MI) 4 17 $52,314 $55,078 - $55,995 - $5,408 - $56,316 $60,486 - - $63,924 - -Trusight (MN) - formerly EA 3 5 $45,068 $43,394 - $37,200 - $3,375 - $49,498 $46,769 - - $39,763 - -Employers Resource Assoc. (OH) 8 16 $45,691 $45,196 $40,150 $42,365 $50,416 $4,025 - $49,220 $49,221 $36,380 $43,756 $50,532 $55,275 $60,030MRA - The Mgmt Assoc. (N. IL) 3 4 $56,733 $60,450 - $65,850 - $5,105 - $62,223 $65,555 - - $74,260 - -MRA - The Mgmt Assoc. (WI) 12 18 $40,559 $42,982 $38,934 $42,450 $47,840 $5,244 - $45,465 $48,226 $29,788 $40,750 $48,821 $54,178 $68,464

continued

(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Salary + Bonus





(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 20 26 $49,375 $49,556 $36,875 $51,157 $60,002 $4,259 - $53,889 $53,814 $31,820 $39,413 $55,957 $67,854 $75,317Distributors/Wholesalers 7 20 $47,635 $54,197 $49,500 $55,449 $61,865 $4,196 - $50,213 $58,393 $39,830 $50,641 $61,876 $65,139 $72,366Retailers 8 20 $45,785 $47,355 $41,731 $46,383 $52,373 $5,485 - $51,809 $52,840 $43,479 $45,411 $51,524 $55,379 $68,139Consumers 3 6 $43,140 $42,053 - $41,300 - $7,043 - $49,194 $49,096 - - $51,050 - -

IndustryNon-Durable Goods Manufacturing 8 20 $44,817 $50,917 $41,625 $50,211 $59,642 $4,789 - $49,576 $55,706 $36,655 $49,580 $55,175 $64,294 $69,695Durable Goods Manufacturing 9 19 $50,800 $49,218 $41,565 $45,052 $53,000 $3,977 - $56,439 $53,195 $39,763 $43,925 $50,258 $63,671 $75,775Wholesale and Retail Trade 7 16 $47,073 $52,161 $42,805 $54,989 $59,623 $6,148 - $50,863 $58,308 $40,508 $43,250 $64,081 $68,623 $71,989Education and Health Services 5 7 $47,473 $46,531 $35,000 $45,000 $56,000 $2,057 - $49,573 $48,588 $32,600 $38,000 $46,800 $56,000 $67,100Other Services 4 4 $48,148 $48,148 - $50,000 - $5,630 - $53,778 $53,778 - - $55,000 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 16 51 $34,378 $38,599 $23,478 $37,000 $49,815 $1,785 $10,330 $49,651 $50,715 $25,720 $36,560 $46,684 $64,185 $77,577


RegionGreat Lakes 9 30 $38,563 $44,007 $25,500 $43,600 $57,750 $430 $6,520 $48,533 $50,958 $25,478 $39,250 $46,684 $60,840 $85,588Mountain 4 15 $24,869 $33,163 - $30,000 - $4,507 $13,550 $46,301 $51,220 - - $48,578 - -

AssociationTrusight (MN) - formerly EA 3 16 $31,468 $32,405 - $35,900 - $442 $8,024 $40,027 $40,871 - - $41,969 - -Employers Resource Assoc. (OH) 3 6 $31,925 $23,862 - $19,546 - $1,540 $18,911 $49,627 $44,312 - - $44,389 - -Mtn States Employers Council (CO) 4 15 $24,869 $33,163 - $30,000 - $4,507 $13,550 $46,301 $51,220 - - $48,578 - -MRA - The Mgmt Assoc. (WI) 4 12 $50,797 $62,689 - $60,875 - $486 $3,843 $61,533 $67,018 - - $64,567 - -

continued


(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Salary + Commission + Bonus



Total Compensation


(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 8 25 $46,100 $53,051 $43,700 $49,815 $60,875 $3,047 $7,368 $58,926 $63,467 $39,640 $54,685 $62,133 $70,295 $88,363Retailers 3 6 $23,492 $19,645 - $19,546 - $1,506 $23,631 $50,564 $44,781 - - $44,389 - -Consumers 3 7 $15,918 $14,814 - $12,480 - $446 $14,920 $31,128 $30,180 - - $26,000 - -

IndustryWholesale and Retail Trade 4 12 $23,638 $28,809 - $33,000 - $521 $16,019 $49,558 $45,349 - - $44,562 - -Education and Health Services 3 6 $41,531 $41,813 - $43,700 - $833 $6,859 $47,578 $49,505 - - $55,417 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 3 6 - - - - - $702 $34,429 $35,131 $35,131 - - $35,105 - -

Org Sales Volume

Region

Association

continued

Insufficient Data

Insufficient Data

Insufficient Data

(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Commission + Bonus





(160) Sales Representative - Junior (Outside sales)Compensation Strategy: Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeDistributors/Wholesalers 3 6 - - - - - $702 $34,429 $35,131 $35,131 - - $35,105 - -





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses *10 86 - - - - - - - $39,881 $32,368 $25,000 $28,225 $30,600 $35,306 $45,000

Org Sales Volume0.0-26.9 million *5 73 - - - - - - - $37,939 $30,959 $24,976 $27,463 $29,700 $33,150 $39,08127.0-99.9 million 3 3 - - - - - - - $42,676 $42,676 - - $42,700 - -

RegionGreat Lakes *7 79 - - - - - - - $41,661 $31,833 $25,000 $28,000 $30,400 $35,000 $39,950

AssociationEmployers Resource Assoc. (OH) *3 70 - - - - - - - $32,816 $30,432 - - $29,550 - -

continued

(170) Sales Trainee (Outside sales)Combined Compensation Type

Attends company training sessions to learn product promotional and selling techniques, the company's marketing and sales policies and to become familiar with the company's product / service lines as they relate to the purpose, basic design, models, etc. Upon successful completion of the training program, usually assigned to a Senior Sales Representative or Sales Supervisor as a Junior Sales Representative to acquire actual field selling experience before assignment to a sales area or territory.




(170) Sales Trainee (Outside sales)Combined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 6 9 - - - - - - - $42,393 $40,337 $35,000 $35,025 $36,400 $45,164 $59,046Distributors/Wholesalers 3 74 - - - - - - - $37,352 $31,449 - - $29,850 - -

IndustryNon-Durable Goods Manufacturing 3 7 - - - - - - - $47,662 $45,401 - - $45,000 - -Wholesale and Retail Trade 3 74 - - - - - - - $38,793 $31,096 - - $29,850 - -





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses *3 70 $34,634 $30,698 - $29,650 - - - $34,634 $30,698 - - $29,650 - -

Org Sales Volume

RegionGreat Lakes *3 70 $34,634 $30,698 - $29,650 - - - $34,634 $30,698 - - $29,650 - -

Association

continued

Insufficient Data

(170) Sales Trainee (Outside sales)Compensation Strategy: Straight Salary




Insufficient Data


(170) Sales Trainee (Outside sales)Compensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer Type

Industry


Total Compensation

Insufficient Data

Insufficient Data




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 5 8 $44,986 $44,991 $41,102 $45,000 $46,445 $1,714 - $47,463 $46,705 $39,802 $43,275 $45,000 $49,436 $59,046

Org Sales Volume

RegionGreat Lakes 3 3 $46,709 $46,709 - $46,927 - $3,982 - $50,691 $50,691 - - $50,327 - -

Association

continued

Insufficient Data

Insufficient Data

(170) Sales Trainee (Outside sales)Compensation Strategy: Salary + Bonus





(170) Sales Trainee (Outside sales)Compensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer Type

Industry

Total Compensation

Insufficient Data

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Wtd Annual Avg

Un-Wtd Avg


Total Responses 3 7 $22,163 $29,841 - $35,000 - $329 $2,143 $27,690 $32,313 - - $35,125 - -

Org Sales Volume

Region

Association

continued

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(170) Sales Trainee (Outside sales)Compensation Strategy: Salary + Commission + Bonus





(170) Sales Trainee (Outside sales)Compensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer Type

Industry


Insufficient Data

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# of Emp

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Wtd Annual Avg

Un-Wtd Avg


Total Responses 195 1,135 - - - - - - - $52,215 $51,653 $33,735 $39,328 $47,047 $58,000 $72,108

Org Sales Volume0.0-26.9 million 87 253 - - - - - - - $51,956 $54,790 $34,968 $41,875 $52,250 $65,127 $73,90527.0-99.9 million 66 419 - - - - - - - $53,283 $52,632 $32,700 $38,002 $45,865 $57,773 $76,514100.0 million+ *42 463 - - - - - - - $51,070 $49,053 $34,900 $39,790 $45,996 $54,961 $67,756

RegionNortheast 8 38 - - - - - - - $53,267 $55,743 $32,219 $42,754 $50,666 $70,877 $82,639Southeast *5 63 - - - - - - - $59,217 $59,749 $38,531 $42,577 $51,185 $69,874 $92,568Great Lakes 141 841 - - - - - - - $51,992 $49,579 $33,514 $38,372 $45,723 $54,580 $68,100Central 7 31 - - - - - - - $52,783 $61,870 $37,752 $47,613 $58,917 $77,029 $93,333Mountain 17 116 - - - - - - - $53,226 $56,414 $36,324 $43,792 $56,028 $64,152 $74,357Pacific 17 46 - - - - - - - $50,261 $56,223 $29,976 $39,972 $47,715 $66,890 $94,314

AssociationAmerican Society of Employers (MI) 12 96 - - - - - - - $47,090 $46,370 $31,329 $39,225 $43,998 $51,709 $66,847Cascade Employers Assoc. (OR) 4 5 - - - - - - - $42,469 $42,551 - - $44,500 - -Employers Assoc. NE (CT & MA) 3 8 - - - - - - - $37,498 $39,343 - - $39,214 - -Trusight (MN) - formerly EA 34 98 - - - - - - - $51,827 $51,276 $33,490 $38,703 $47,269 $56,250 $78,321Employers Assoc. of Florida, Inc (FL) *5 38 - - - - - - - $73,266 $73,622 $49,299 $57,241 $65,937 $81,583 $109,662Employers Resource Assoc. (OH) 29 135 - - - - - - - $52,804 $53,146 $33,352 $40,093 $47,199 $62,423 $78,482Employers Resource Council (OH) 14 62 - - - - - - - $43,498 $43,643 $32,332 $37,801 $42,145 $49,076 $54,772Mtn States Employers Council (CO) 14 106 - - - - - - - $50,598 $53,770 $34,981 $42,475 $54,185 $61,891 $73,513MRA - The Mgmt Assoc. (N. IL) 3 4 - - - - - - - $68,750 $72,875 - - $72,500 - -MRA - The Mgmt Assoc. (WI) *52 476 - - - - - - - $49,908 $46,753 $33,643 $37,851 $44,249 $52,542 $64,526The Management Assoc. of Illinois (IL) *7 50 - - - - - - - $85,626 $85,852 $46,604 $52,960 $63,968 $94,582 $168,751

continued

(200) Telephone Sales Representative/Inside Sales RepresentativeCombined Compensation Type

Experienced telephone sales representative sometimes called In-house Sales Representative. Incumbents are required to have strong communications skills and product/service knowledge. Duties include selling product or services to existing and new accounts using the telephone, e-mail, or mail as the primary media for contact and negotiation. Incumbents may partner with outside sales staff to serve larger accounts.




(200) Telephone Sales Representative/Inside Sales RepresentativeCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry *110 598 - - - - - - - $53,290 $52,728 $35,073 $40,639 $48,290 $56,979 $71,943Distributors/Wholesalers 43 214 - - - - - - - $50,134 $46,616 $32,006 $37,533 $43,917 $52,280 $67,047Retailers 29 203 - - - - - - - $53,581 $56,640 $34,963 $41,800 $50,312 $66,949 $81,704Consumers 27 120 - - - - - - - $45,899 $46,842 $27,014 $37,222 $45,000 $57,337 $69,480

IndustryConstruction *3 23 - - - - - - - $41,944 $48,386 - - $44,730 - -Non-Durable Goods Manufacturing *22 289 - - - - - - - $48,558 $48,513 $36,420 $41,208 $47,005 $54,537 $61,740Durable Goods Manufacturing 80 277 - - - - - - - $52,861 $48,366 $33,067 $37,500 $44,500 $53,941 $72,217Wholesale and Retail Trade 51 394 - - - - - - - $51,706 $54,463 $33,749 $39,667 $48,982 $64,761 $78,887Information 5 10 - - - - - - - $53,629 $47,023 $25,426 $29,343 $53,188 $61,244 $65,133Financial Activities *5 20 - - - - - - - $52,119 $60,040 $40,752 $45,682 $59,891 $71,171 $79,731Professional and Business Services *11 32 - - - - - - - $52,020 $49,050 $33,934 $39,550 $47,643 $53,668 $74,645Other Services *13 80 - - - - - - - $59,371 $60,453 $26,539 $38,480 $46,228 $59,759 $94,285





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 59 174 $44,616 $40,831 $34,518 $39,395 $45,000 - - $44,616 $40,831 $30,351 $34,518 $39,395 $45,000 $50,025


RegionGreat Lakes 46 153 $45,827 $41,153 $35,217 $39,560 $45,000 - - $45,827 $41,153 $31,205 $35,217 $39,560 $45,000 $51,522Central 3 3 $35,530 $35,530 - $37,690 - - - $35,530 $35,530 - - $37,690 - -Mountain 3 5 $45,566 $45,679 - $45,000 - - - $45,566 $45,679 - - $45,000 - -Pacific 5 10 $43,132 $37,911 $27,960 $36,510 $48,255 - - $43,132 $37,911 $27,492 $27,960 $36,510 $48,255 $52,319

AssociationAmerican Society of Employers (MI) 3 3 $53,876 $53,876 - $52,520 - - - $53,876 $53,876 - - $52,520 - -Trusight (MN) - formerly EA 13 25 $47,679 $44,615 $36,000 $44,000 $50,025 - - $47,679 $44,615 $33,828 $36,000 $44,000 $50,025 $59,071Employers Resource Assoc. (OH) 9 47 $39,360 $40,218 $33,500 $41,687 $44,600 - - $39,360 $40,218 $27,380 $33,500 $41,687 $44,600 $51,078Employers Resource Council (OH) 6 17 $44,742 $44,355 $40,795 $43,031 $48,381 - - $44,742 $44,355 $37,704 $40,795 $43,031 $48,381 $50,433Mtn States Employers Council (CO) 3 5 $45,566 $45,679 - $45,000 - - - $45,566 $45,679 - - $45,000 - -MRA - The Mgmt Assoc. (WI) 17 63 $43,853 $38,361 $33,280 $37,002 $41,000 - - $43,853 $38,361 $30,940 $33,280 $37,002 $41,000 $45,043

continued

(200) Telephone Sales Representative/Inside Sales RepresentativeCompensation Strategy: Straight Salary





(200) Telephone Sales Representative/Inside Sales RepresentativeCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg







# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses *52 443 $39,964 $38,145 $30,620 $36,300 $42,104 - $14,507 $55,884 $52,652 $36,000 $41,255 $49,345 $59,700 $71,827

Org Sales Volume0.0-26.9 million 25 75 $40,125 $42,686 $34,014 $40,000 $45,000 - $16,712 $54,259 $59,398 $38,939 $46,260 $55,547 $67,536 $85,40027.0-99.9 million 19 110 $39,856 $37,155 $30,857 $36,000 $42,000 - $19,510 $58,000 $56,665 $36,000 $40,456 $52,481 $65,339 $87,609100.0 million+ *8 258 $39,715 $37,247 $30,024 $36,202 $41,955 - $11,733 $55,936 $48,980 $35,250 $40,808 $47,370 $55,509 $67,601

RegionNortheast *3 8 $41,478 $42,310 - $41,677 - - $23,484 $60,442 $65,794 - - $71,110 - -Great Lakes *37 355 $39,283 $37,115 $30,620 $36,000 $41,480 - $12,611 $54,515 $49,726 $36,000 $41,000 $48,075 $55,800 $67,662Mountain *5 31 $35,137 $35,670 $27,795 $39,879 $40,000 - $12,780 $44,434 $48,449 $29,938 $37,307 $51,049 $59,647 $66,327Pacific *3 14 $39,004 $34,145 - $32,008 - - $44,682 $68,543 $78,827 - - $68,946 - -

AssociationTrusight (MN) - formerly EA 10 28 $40,280 $43,900 $36,394 $40,480 $53,905 - $19,023 $57,251 $62,923 $42,748 $48,145 $58,371 $76,351 $87,537Employers Resource Assoc. (OH) 9 51 $40,358 $41,809 $28,962 $36,500 $49,156 - $24,835 $62,914 $66,644 $42,366 $53,378 $63,403 $73,000 $95,740Employers Resource Council (OH) *5 16 $38,750 $37,025 $32,187 $34,919 $40,523 - $5,596 $43,223 $42,621 $35,965 $37,994 $40,879 $48,098 $52,411Mtn States Employers Council (CO) *5 31 $35,137 $35,670 $27,795 $39,879 $40,000 - $12,780 $44,434 $48,449 $29,938 $37,307 $51,049 $59,647 $66,327MRA - The Mgmt Assoc. (WI) *10 233 $41,630 $36,171 $30,115 $36,000 $40,213 - $11,017 $56,354 $47,188 $35,970 $40,475 $46,250 $52,994 $59,044The Management Assoc. of Illinois (IL) *5 37 $48,524 $48,931 $41,490 $46,883 $55,871 - $9,631 $58,860 $58,562 $43,792 $47,961 $57,201 $68,000 $75,226

continued

(200) Telephone Sales Representative/Inside Sales RepresentativeCompensation Strategy: Salary + Commission





(200) Telephone Sales Representative/Inside Sales RepresentativeCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry *34 332 $40,653 $38,685 $31,200 $36,648 $42,214 - $12,476 $56,304 $51,160 $36,294 $41,274 $48,790 $55,983 $68,030Distributors/Wholesalers *8 39 $40,920 $37,770 $31,732 $35,000 $44,662 - $17,920 $56,146 $55,690 $37,700 $41,698 $57,590 $66,173 $74,943Retailers *5 21 $37,339 $40,232 $32,000 $33,800 $47,360 - $36,367 $59,157 $76,599 $37,978 $52,035 $77,029 $93,891 $125,072Consumers 10 51 $37,663 $34,059 $26,000 $35,000 $40,000 - $16,119 $50,986 $50,178 $22,746 $36,891 $52,950 $63,462 $71,181

IndustryNon-Durable Goods Manufacturing *4 199 $40,667 $35,612 - $35,175 - - $11,395 $50,661 $47,008 - - $46,297 - -Durable Goods Manufacturing 19 67 $40,343 $38,835 $30,000 $37,330 $45,150 - $12,103 $53,118 $50,938 $34,987 $39,000 $47,590 $58,166 $72,709Wholesale and Retail Trade 12 116 $40,430 $43,044 $34,834 $40,000 $47,979 - $20,593 $62,251 $63,638 $36,894 $46,843 $59,477 $71,225 $95,317Professional and Business Services 6 16 $33,859 $35,022 $30,000 $34,109 $43,065 - $18,098 $55,424 $53,120 $38,443 $43,310 $51,198 $54,750 $81,950Other Services *5 29 $38,156 $30,796 $22,823 $28,000 $36,850 - $14,934 $55,634 $45,730 $19,748 $27,962 $46,300 $62,105 $71,195





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 64 299 $45,853 $42,872 $35,700 $40,711 $47,008 $5,253 - $50,703 $48,126 $33,736 $39,328 $44,500 $53,007 $67,318


RegionNortheast 3 12 $49,351 $55,644 - $46,904 - $3,398 - $52,735 $59,042 - - $50,666 - -Great Lakes 47 208 $46,606 $43,164 $35,625 $42,300 $47,006 $3,645 - $51,521 $46,809 $33,418 $38,071 $44,243 $50,244 $65,978Mountain 6 42 $43,744 $38,593 $28,177 $36,570 $44,746 $15,409 - $52,105 $54,002 $33,896 $41,790 $53,810 $66,049 $73,889Pacific 6 8 $43,134 $44,673 $38,710 $43,240 $55,035 $3,063 - $45,718 $47,735 $29,500 $39,003 $45,740 $55,035 $73,700

AssociationAmerican Society of Employers (MI) 7 41 $47,050 $43,471 $37,709 $40,078 $48,965 $3,147 - $49,082 $46,618 $34,600 $40,773 $43,860 $51,562 $64,782Trusight (MN) - formerly EA 10 40 $45,746 $42,498 $37,580 $43,625 $46,061 $6,082 - $53,366 $48,580 $32,426 $39,385 $47,064 $51,190 $72,297Employers Resource Assoc. (OH) 9 13 $44,949 $42,105 $32,890 $38,000 $41,250 $7,119 - $50,916 $49,224 $33,453 $38,210 $41,800 $51,039 $95,327Mtn States Employers Council (CO) 5 41 $44,893 $38,607 $28,177 $35,700 $45,084 $15,757 - $54,694 $54,364 $33,881 $42,290 $54,059 $66,349 $73,908MRA - The Mgmt Assoc. (WI) 21 124 $45,369 $42,331 $35,625 $41,912 $46,650 $2,649 - $49,183 $44,980 $33,804 $38,001 $43,671 $48,127 $59,400

continued

(200) Telephone Sales Representative/Inside Sales RepresentativeCompensation Strategy: Salary + Bonus





(200) Telephone Sales Representative/Inside Sales RepresentativeCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 12 61 $43,214 $39,413 $32,719 $38,059 $45,711 $11,795 - $48,554 $51,208 $37,291 $40,993 $46,000 $61,464 $70,674Durable Goods Manufacturing 27 99 $52,028 $47,317 $38,160 $44,032 $53,000 $4,427 - $57,704 $51,745 $33,280 $41,500 $47,064 $57,907 $78,000Wholesale and Retail Trade 17 80 $40,456 $40,323 $33,306 $38,809 $45,079 $3,691 - $44,240 $44,014 $33,122 $36,499 $42,366 $48,232 $53,904Other Services 4 33 $40,797 $43,336 - $44,200 - $242 - $42,793 $43,578 - - $44,200 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 32 206 $35,954 $29,943 $16,640 $26,597 $37,339 $3,333 $30,992 $63,355 $64,268 $35,058 $45,670 $57,371 $70,000 $89,442


RegionGreat Lakes 18 112 $41,524 $32,572 $16,950 $26,285 $43,260 $4,514 $29,361 $64,399 $66,446 $33,574 $40,246 $57,415 $72,265 $106,220Mountain 5 38 $33,150 $29,170 $20,800 $29,930 $36,013 $3,150 $34,669 $69,303 $66,990 $50,175 $54,580 $61,506 $69,923 $80,182Pacific 3 14 $31,142 $28,166 - $31,200 - $1,655 $21,728 $52,945 $51,549 - - $46,018 - -

AssociationAmerican Society of Employers (MI) 3 27 $36,065 $36,052 - $36,004 - $250 $7,205 $43,671 $43,507 - - $44,484 - -Employers Assoc. of Florida, Inc (FL) 5 38 $16,609 $16,548 $14,998 $15,365 $15,454 $1,032 $56,042 $73,266 $73,622 $49,299 $57,241 $65,937 $81,583 $109,662Employers Resource Assoc. (OH) 5 24 $41,466 $25,096 $16,640 $16,640 $26,703 $1,530 $25,282 $59,968 $51,908 $35,115 $39,996 $50,514 $60,523 $74,175Mtn States Employers Council (CO) 3 29 $36,394 $32,499 - $30,616 - $3,346 $24,166 $63,066 $60,010 - - $57,439 - -MRA - The Mgmt Assoc. (WI) 5 43 $44,777 $26,784 $18,918 $20,408 $35,000 $4,921 $31,013 $63,827 $62,719 $28,336 $54,462 $65,437 $73,350 $79,358

continued


(200) Telephone Sales Representative/Inside Sales RepresentativeCompensation Strategy: Salary + Commission + Bonus



Total Compensation


(200) Telephone Sales Representative/Inside Sales RepresentativeCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 18 86 $42,395 $42,390 $32,071 $37,720 $48,034 $3,637 $24,202 $66,346 $70,229 $35,502 $44,418 $54,456 $74,300 $115,006Distributors/Wholesalers 3 18 $46,632 $21,639 - $16,640 - $966 $27,085 $60,980 $49,689 - - $46,249 - -Retailers 8 79 $21,820 $19,919 $15,187 $16,422 $20,868 $3,259 $41,874 $64,259 $65,052 $42,748 $53,156 $64,104 $71,538 $85,107Consumers 4 23 $25,970 $24,332 - $24,000 - $4,302 $22,060 $42,561 $50,694 - - $47,910 - -

IndustryDurable Goods Manufacturing 3 8 $51,254 $47,101 - $43,260 - $3,003 $26,421 $73,502 $76,525 - - $76,662 - -Wholesale and Retail Trade 15 134 $26,109 $23,560 $15,433 $19,290 $31,200 $2,392 $33,719 $59,901 $59,671 $35,043 $44,217 $57,415 $69,620 $82,007Professional and Business Services 3 14 $47,605 $42,010 - $37,500 - $150 $3,425 $52,726 $45,585 - - $43,674 - -Other Services 5 18 $42,591 $53,530 $27,169 $49,069 $77,558 $12,677 $48,904 $76,092 $115,111 $26,240 $44,149 $74,944 $180,188 $281,131




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 25 27 - - - - - - - $47,385 $48,592 $34,573 $37,482 $48,000 $55,760 $63,522


RegionGreat Lakes 19 19 - - - - - - - $46,179 $46,179 $35,152 $37,482 $47,521 $55,000 $58,100Mountain 5 7 - - - - - - - $54,992 $57,475 $36,435 $44,500 $60,467 $67,916 $75,809

AssociationTrusight (MN) - formerly EA 6 6 - - - - - - - $51,506 $51,506 $38,358 $40,167 $55,340 $58,857 $61,128Employers Resource Assoc. (OH) 5 5 - - - - - - - $42,045 $42,045 $32,255 $33,704 $35,559 $53,630 $55,760Mtn States Employers Council (CO) 3 5 - - - - - - - $56,012 $59,080 - - $60,467 - -MRA - The Mgmt Assoc. (WI) 5 5 - - - - - - - $45,087 $45,087 $27,499 $37,510 $48,000 $51,207 $52,000

continued


(210) Order Processing SupervisorCombined Compensation Type

Supervisor in charge of order processing, typically requiring a two year degree in business and 3+ years of order processing experience, or equivalent. Responsible for managing non-exempt order processing staff. Specific tasks preformed in the department include receiving orders by mail, telephone, fax, internet, city desk or direct sales staff and processing orders to the point of authorizing order fulfillment. Verifies credit, records payment receipts, processes credit card payments, quotes prices, and verifies product availability. Forwards processed orders to the proper department or vendor for fulfillment to a designated client and address.


Total Compensation


(210) Order Processing SupervisorCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 17 17 - - - - - - - $49,420 $49,420 $36,952 $42,635 $50,413 $55,720 $61,387Distributors/Wholesalers 3 3 - - - - - - - $43,522 $43,522 - - $35,152 - -Retailers 3 3 - - - - - - - $37,933 $37,933 - - $38,358 - -

IndustryDurable Goods Manufacturing 17 17 - - - - - - - $47,542 $47,542 $33,621 $36,868 $48,000 $55,720 $62,486Wholesale and Retail Trade 4 4 - - - - - - - $41,637 $41,637 - - $40,772 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 13 13 $44,540 $44,540 $36,959 $47,000 $51,750 - - $44,540 $44,540 $30,560 $36,959 $47,000 $51,750 $55,408

Org Sales Volume0.0-26.9 million 4 4 $44,913 $44,913 - $46,250 - - - $44,913 $44,913 - - $46,250 - -27.0-99.9 million 7 7 $45,922 $45,922 $37,482 $47,000 $55,000 - - $45,922 $45,922 $36,435 $37,482 $47,000 $55,000 $55,680


AssociationTrusight (MN) - formerly EA 3 3 $49,679 $49,679 - $55,000 - - - $49,679 $49,679 - - $55,000 - -MRA - The Mgmt Assoc. (WI) 4 4 $44,478 $44,478 - $49,207 - - - $44,478 $44,478 - - $49,207 - -

continued


(210) Order Processing SupervisorCompensation Strategy: Straight Salary



Total Compensation


(210) Order Processing SupervisorCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 9 9 $49,064 $49,064 $45,750 $50,413 $53,500 - - $49,064 $49,064 $37,482 $45,750 $50,413 $53,500 $55,680





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 8 8 $45,873 $45,873 $37,253 $42,709 $57,080 $2,376 - $48,249 $48,249 $35,559 $38,168 $45,354 $60,371 $62,423

Org Sales Volume0.0-26.9 million 4 4 $44,145 $44,145 - $40,775 - $2,535 - $46,680 $46,680 - - $44,146 - -

RegionGreat Lakes 7 7 $44,251 $44,251 $36,900 $42,181 $56,650 $1,972 - $46,224 $46,224 $35,559 $37,300 $43,187 $58,100 $61,128

AssociationTrusight (MN) - formerly EA 3 3 $51,031 $51,031 - $56,650 - $2,302 - $53,333 $53,333 - - $58,100 - -

continued


(210) Order Processing SupervisorCompensation Strategy: Salary + Bonus



Total Compensation


(210) Order Processing SupervisorCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 7 7 $46,400 $46,400 $36,900 $43,237 $57,223 $2,572 - $48,972 $48,972 $35,559 $37,300 $47,521 $61,128 $62,423

IndustryDurable Goods Manufacturing 5 5 $44,868 $44,868 $35,625 $38,314 $57,389 $1,703 - $46,572 $46,572 $35,559 $36,430 $40,771 $59,614 $61,128




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 50 189 - - - - - - - $36,197 $33,908 $18,304 $28,080 $33,211 $40,116 $48,450

Org Sales Volume0.0-26.9 million 21 36 - - - - - - - $37,188 $37,065 $27,158 $30,952 $37,298 $42,010 $48,52527.0-99.9 million 25 116 - - - - - - - $35,944 $36,785 $27,942 $30,329 $34,064 $41,447 $49,796100.0 million+ *4 37 - - - - - - - $32,570 $21,814 - - $18,304 - -

RegionGreat Lakes 37 145 - - - - - - - $35,748 $31,352 $17,654 $27,612 $31,600 $36,269 $41,712Mountain *5 27 - - - - - - - $33,670 $42,751 $24,759 $30,277 $43,771 $50,599 $60,273Pacific *3 5 - - - - - - - $42,165 $40,577 - - $38,800 - -

AssociationAmerican Society of Employers (MI) 3 3 - - - - - - - $42,941 $42,941 - - $42,037 - -Trusight (MN) - formerly EA 9 21 - - - - - - - $33,749 $33,127 $26,778 $29,907 $33,280 $37,217 $39,715Employers Resource Assoc. (OH) *5 33 - - - - - - - $37,720 $33,087 $27,927 $29,415 $31,525 $35,871 $40,356Employers Resource Council (OH) *4 32 - - - - - - - $29,337 $20,439 - - $17,836 - -Mtn States Employers Council (CO) *4 26 - - - - - - - $35,837 $43,434 - - $45,243 - -MRA - The Mgmt Assoc. (WI) 14 56 - - - - - - - $36,077 $35,174 $27,979 $29,888 $33,340 $39,793 $46,248

continued

(220) Telephone Order Processing RepresentativeCombined Compensation Type

Inbound order taker requiring good verbal skills and the ability to accurately enter order information in the order management system. Typically requires a high school education or GED and less than one year of related experience, or equivalent. Incumbents may inform callers of product availability and pricing. Generally callers are predisposed to making a purchase or issuing an order when they call.




(220) Telephone Order Processing RepresentativeCombined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 24 44 - - - - - - - $39,276 $39,650 $27,560 $33,202 $39,603 $45,986 $50,877Distributors/Wholesalers *11 34 - - - - - - - $36,265 $35,370 $29,054 $31,302 $35,067 $39,491 $41,375Retailers *8 38 - - - - - - - $32,809 $31,946 $27,594 $29,269 $31,258 $35,020 $36,792Consumers *8 73 - - - - - - - $29,910 $30,786 $15,184 $18,200 $28,360 $41,016 $51,244

IndustryNon-Durable Goods Manufacturing 9 25 - - - - - - - $39,226 $37,806 $27,946 $29,539 $35,050 $43,965 $57,260Durable Goods Manufacturing *23 48 - - - - - - - $35,676 $35,526 $27,464 $30,736 $34,699 $40,339 $43,647Wholesale and Retail Trade *11 85 - - - - - - - $32,819 $28,478 $15,184 $21,063 $29,409 $34,064 $37,260





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

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Total Responses *28 86 $34,268 $29,224 $20,612 $30,053 $36,074 - - $34,268 $29,224 $15,184 $20,612 $30,053 $36,074 $41,227

Org Sales Volume0.0-26.9 million 11 17 $35,844 $34,845 $27,830 $34,320 $40,560 - - $35,844 $34,845 $26,133 $27,830 $34,320 $40,560 $46,65527.0-99.9 million *15 40 $33,645 $33,990 $30,281 $33,521 $38,272 - - $33,645 $33,990 $26,647 $30,281 $33,521 $38,272 $41,192

RegionGreat Lakes 21 76 $34,215 $28,502 $18,720 $28,818 $35,845 - - $34,215 $28,502 $15,184 $18,720 $28,818 $35,845 $40,386Mountain 4 4 $30,883 $30,883 - $28,652 - - - $30,883 $30,883 - - $28,652 - -

AssociationTrusight (MN) - formerly EA 5 13 $34,653 $32,673 $28,017 $31,387 $38,589 - - $34,653 $32,673 $26,329 $28,017 $31,387 $38,589 $39,536Employers Resource Assoc. (OH) 3 4 $37,783 $36,674 - $36,680 - - - $37,783 $36,674 - - $36,680 - -Mtn States Employers Council (CO) 3 3 $32,845 $32,845 - $31,200 - - - $32,845 $32,845 - - $31,200 - -MRA - The Mgmt Assoc. (WI) *8 28 $33,677 $34,329 $30,013 $33,370 $38,810 - - $33,677 $34,329 $27,526 $30,013 $33,370 $38,810 $42,357

continued

(220) Telephone Order Processing RepresentativeCompensation Strategy: Straight Salary





(220) Telephone Order Processing RepresentativeCompensation Strategy: Straight Salary


# of Emp

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IndustryNon-Durable Goods Manufacturing *4 6 $39,203 $36,651 - $38,295 - - - $39,203 $36,651 - - $38,295 - -Durable Goods Manufacturing *14 36 $33,736 $34,263 $30,013 $33,521 $39,255 - - $33,736 $34,263 $26,322 $30,013 $33,521 $39,255 $41,527Wholesale and Retail Trade *5 37 $29,832 $21,684 $15,184 $18,304 $27,030 - - $29,832 $21,684 $15,184 $15,184 $18,304 $27,030 $32,044





# of Emp

Un-Wtd Avg


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Total Responses *3 31 $33,227 $27,205 - $27,352 - - $5,432 $36,177 $32,637 - - $31,525 - -

Org Sales Volume

Region

Association

continued


Insufficient Data

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(220) Telephone Order Processing RepresentativeCompensation Strategy: Salary + Commission



Total Compensation


(220) Telephone Order Processing RepresentativeCompensation Strategy: Salary + Commission


# of Emp

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Customer Type

Industry


Insufficient Data

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Total Responses 15 45 $37,238 $35,657 $29,169 $32,905 $40,079 $1,949 - $38,885 $37,606 $28,550 $31,168 $33,894 $42,022 $52,352

Org Sales Volume0.0-26.9 million 8 16 $36,235 $36,437 $30,265 $35,659 $43,476 $2,077 - $38,049 $38,514 $28,886 $31,825 $37,954 $45,750 $49,76627.0-99.9 million 5 21 $39,982 $37,161 $29,432 $33,093 $46,485 $2,375 - $41,829 $39,536 $29,459 $32,905 $33,894 $47,546 $57,619

RegionGreat Lakes 12 37 $36,811 $33,858 $29,058 $30,368 $38,355 $2,178 - $38,681 $36,036 $28,339 $30,365 $33,876 $40,561 $48,800

AssociationTrusight (MN) - formerly EA 3 6 $30,932 $32,079 - $30,743 - $1,983 - $32,399 $34,062 - - $32,900 - -MRA - The Mgmt Assoc. (WI) 5 26 $35,612 $32,859 $28,333 $29,927 $37,633 $2,332 - $37,775 $35,190 $28,100 $29,108 $32,960 $39,514 $49,591

continued

(220) Telephone Order Processing RepresentativeCompensation Strategy: Salary + Bonus





(220) Telephone Order Processing RepresentativeCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 7 17 $41,623 $42,342 $34,364 $44,595 $48,391 $1,709 - $43,481 $44,051 $30,914 $35,823 $45,892 $50,727 $58,052Retailers 4 5 $33,670 $33,950 - $33,093 - $790 - $34,445 $34,740 - - $33,894 - -





# of Emp

Un-Wtd Avg


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Wtd Annual Avg

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Total Responses *4 27 $28,809 $21,118 - $19,760 - $6,251 $16,751 $39,630 $44,120 - - $46,716 - -

Org Sales Volume27.0-99.9 million *3 26 $27,745 $20,699 - $19,500 - $6,369 $17,257 $39,906 $44,325 - - $46,940 - -

Region

Association

continued

(220) Telephone Order Processing RepresentativeCompensation Strategy: Salary + Commission + Bonus




Insufficient Data

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(220) Telephone Order Processing RepresentativeCompensation Strategy: Salary + Commission + Bonus


# of Emp

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Customer Type

Industry


Insufficient Data

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Total Responses 139 179 - - - - - - - $72,582 $74,829 $52,900 $59,970 $69,600 $82,740 $106,496


RegionNortheast 4 6 - - - - - - - $66,185 $67,673 - - $63,030 - -Southeast 3 3 - - - - - - - $61,599 $61,599 - - $59,358 - -Great Lakes 116 152 - - - - - - - $73,907 $76,100 $53,262 $61,119 $70,000 $83,330 $108,760Mountain 8 8 - - - - - - - $73,926 $73,926 $52,808 $57,175 $74,500 $86,964 $101,800Pacific 6 6 - - - - - - - $53,793 $53,793 $41,300 $44,075 $55,878 $61,939 $63,179

AssociationAmerican Society of Employers (MI) 5 6 - - - - - - - $83,470 $79,384 $50,575 $60,569 $68,986 $92,940 $149,910Trusight (MN) - formerly EA 38 59 - - - - - - - $75,687 $81,018 $54,108 $65,135 $72,781 $87,910 $130,159Employers Assoc. W. Michigan (MI) 3 3 - - - - - - - $70,057 $70,057 - - $71,000 - -Employers Resource Assoc. (OH) 20 25 - - - - - - - $72,689 $72,996 $51,513 $58,615 $68,845 $81,418 $105,605Employers Resource Council (OH) 7 8 - - - - - - - $79,521 $82,205 $61,575 $72,187 $74,464 $97,816 $110,729MidAtlantic Employers Assoc. (PA) 3 4 - - - - - - - $60,616 $60,579 - - $60,468 - -Mtn States Employers Council (CO) 7 7 - - - - - - - $71,776 $71,776 $52,808 $55,400 $70,000 $80,927 $101,800MRA - The Mgmt Assoc. (N. IL) 7 8 - - - - - - - $77,091 $75,918 $60,000 $66,130 $69,350 $83,200 $114,200MRA - The Mgmt Assoc. (WI) 35 42 - - - - - - - $70,280 $71,602 $49,720 $59,189 $65,975 $80,336 $106,047The Management Assoc. of Illinois (IL) 6 8 - - - - - - - $66,088 $63,816 $44,000 $52,277 $65,419 $70,516 $87,300

continued


(300) Customer Service ManagerCombined Compensation Type

Manager of customer service function, typically requiring a bachelor's degree with 5+ years of experience, or equivalent. Develops and recommends customer service policies and procedures and seeks senior management approval when needed. Applies experience and judgment in the interpretations and application of direction established by senior management. Issues of major impact or technical complexity are researched and presented to upper management or referred to the appropriate internal experts for resolution. Typical customer questions are focused on account status, technical product application, service information, pricing or adjustments. Manages department staff and budget.


Total Compensation


(300) Customer Service ManagerCombined Compensation Type


# of Emp

Un-Wtd Avg


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Wtd Annual Avg

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IndustryNon-Durable Goods Manufacturing 27 32 - - - - - - - $71,053 $70,874 $47,912 $57,861 $68,596 $73,547 $103,006Durable Goods Manufacturing 60 69 - - - - - - - $75,333 $76,761 $56,975 $61,173 $69,145 $90,000 $110,000Wholesale and Retail Trade 32 41 - - - - - - - $70,369 $70,565 $46,967 $60,322 $72,173 $79,858 $86,345Financial Activities 3 4 - - - - - - - $64,970 $68,935 - - $68,404 - -Other Services 11 16 - - - - - - - $65,835 $67,620 $48,981 $55,909 $65,258 $78,496 $94,232




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

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Total Responses 46 53 $66,626 $67,327 $59,185 $66,000 $75,868 - - $66,626 $67,327 $50,281 $59,185 $66,000 $75,868 $83,281


RegionNortheast 3 4 $61,303 $61,094 - $60,468 - - - $61,303 $61,094 - - $60,468 - -Great Lakes 34 40 $68,214 $69,059 $59,400 $69,392 $78,500 - - $68,214 $69,059 $50,070 $59,400 $69,392 $78,500 $85,516Mountain 3 3 $67,269 $67,269 - $70,000 - - - $67,269 $67,269 - - $70,000 - -Pacific 4 4 $56,001 $56,001 - $59,763 - - - $56,001 $56,001 - - $59,763 - -

AssociationTrusight (MN) - formerly EA 12 13 $68,810 $68,440 $57,450 $68,783 $79,300 - - $68,810 $68,440 $49,800 $57,450 $68,783 $79,300 $84,891Employers Resource Assoc. (OH) 6 8 $71,868 $73,600 $69,837 $76,784 $82,264 - - $71,868 $73,600 $40,000 $69,837 $76,784 $82,264 $90,000MidAtlantic Employers Assoc. (PA) 3 4 $60,616 $60,579 - $60,468 - - - $60,616 $60,579 - - $60,468 - -Mtn States Employers Council (CO) 3 3 $67,269 $67,269 - $70,000 - - - $67,269 $67,269 - - $70,000 - -MRA - The Mgmt Assoc. (N. IL) 3 3 $65,313 $65,313 - $65,940 - - - $65,313 $65,313 - - $65,940 - -MRA - The Mgmt Assoc. (WI) 9 10 $68,997 $72,847 $60,550 $64,725 $84,000 - - $68,997 $72,847 $50,920 $60,550 $64,725 $84,000 $109,500The Management Assoc. of Illinois (IL) 3 5 $57,901 $57,541 - $57,000 - - - $57,901 $57,541 - - $57,000 - -

continued

(300) Customer Service ManagerCompensation Strategy: Straight Salary





(300) Customer Service ManagerCompensation Strategy: Straight Salary


# of Emp

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Wtd Annual Avg

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# of Emp

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Total Responses 6 9 $59,686 $61,536 $55,869 $59,436 $69,193 - $7,476 $65,331 $69,012 $50,575 $58,088 $67,336 $83,923 $87,402

Org Sales Volume

RegionGreat Lakes 4 5 $57,479 $56,273 - $58,198 - - $5,027 $61,886 $61,300 - - $59,970 - -

Association

continued

(300) Customer Service ManagerCompensation Strategy: Salary + Commission




Insufficient Data

Insufficient Data


(300) Customer Service ManagerCompensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeDistributors/Wholesalers 3 3 $59,489 $59,489 - $58,198 - - $3,374 $62,863 $62,863 - - $59,970 - -

IndustryDurable Goods Manufacturing 3 3 $59,623 $59,623 - $58,198 - - $4,087 $63,709 $63,709 - - $59,970 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

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Total Responses 78 108 $68,124 $68,827 $57,993 $67,070 $77,492 $10,032 - $76,204 $78,859 $55,490 $61,581 $71,250 $87,758 $111,259


RegionGreat Lakes 70 99 $68,293 $68,907 $58,000 $66,851 $77,010 $10,555 - $76,782 $79,462 $56,975 $61,600 $71,000 $87,910 $114,200Mountain 5 5 $71,531 $71,531 $54,000 $73,202 $88,227 $6,390 - $77,921 $77,921 $55,400 $58,950 $80,927 $95,388 $101,800

AssociationAmerican Society of Employers (MI) 4 4 $61,913 $61,913 - $62,420 - $27,686 - $89,599 $89,599 - - $72,292 - -Trusight (MN) - formerly EA 22 40 $68,576 $69,416 $59,885 $67,633 $77,500 $14,767 - $77,161 $84,183 $58,053 $65,161 $72,477 $100,841 $136,914Employers Resource Assoc. (OH) 8 11 $71,842 $70,591 $52,832 $60,393 $80,000 $7,183 - $80,249 $77,774 $47,346 $56,975 $63,714 $86,000 $143,902Employers Resource Council (OH) 4 5 $72,950 $74,318 - $74,376 - $13,181 - $84,125 $87,499 - - $91,263 - -Mtn States Employers Council (CO) 4 4 $68,526 $68,526 - $66,601 - $6,631 - $75,157 $75,157 - - $71,714 - -MRA - The Mgmt Assoc. (N. IL) 4 5 $76,175 $74,340 - $70,000 - $7,940 - $85,925 $82,280 - - $76,300 - -MRA - The Mgmt Assoc. (WI) 23 29 $66,012 $67,002 $56,000 $60,900 $77,331 $4,128 - $70,555 $71,130 $49,600 $58,573 $69,000 $80,556 $91,416The Management Assoc. of Illinois (IL) 3 3 $67,899 $67,899 - $69,989 - $6,376 - $74,275 $74,275 - - $70,688 - -

continued

(300) Customer Service ManagerCompensation Strategy: Salary + Bonus





(300) Customer Service ManagerCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 19 22 $67,579 $68,180 $56,500 $62,420 $72,676 $7,102 - $74,771 $75,282 $47,912 $58,866 $69,560 $82,520 $128,675Durable Goods Manufacturing 31 37 $72,186 $73,169 $58,563 $73,500 $82,600 $8,713 - $80,161 $81,882 $58,822 $63,322 $79,760 $95,708 $111,586Wholesale and Retail Trade 16 21 $63,595 $62,487 $57,853 $60,391 $69,506 $7,859 - $72,730 $70,346 $48,300 $60,012 $65,241 $76,050 $87,132Financial Activities 3 4 $58,414 $63,396 - $62,420 - $5,540 - $64,970 $68,935 - - $68,404 - -Other Services 7 11 $65,900 $69,098 $57,990 $69,989 $80,995 $2,992 - $70,601 $72,089 $47,346 $57,990 $70,688 $87,910 $102,992




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 8 8 $69,479 $69,479 $58,895 $64,325 $82,434 $3,966 $6,986 $80,431 $80,431 $56,595 $63,867 $70,068 $100,378 $132,271

Org Sales Volume0.0-26.9 million 3 3 $65,402 $65,402 - $63,017 - $1,908 $2,424 $69,734 $69,734 - - $66,017 - -27.0-99.9 million 5 5 $71,925 $71,925 $55,149 $65,000 $92,165 $5,201 $9,723 $86,850 $86,850 $56,595 $60,123 $74,119 $119,943 $132,271


AssociationEmployers Resource Assoc. (OH) 4 4 $58,046 $58,046 - $60,269 - $1,306 $5,960 $65,312 $65,312 - - $65,267 - -

continued

(300) Customer Service ManagerCompensation Strategy: Salary + Commission + Bonus





(300) Customer Service ManagerCompensation Strategy: Salary + Commission + Bonus


# of Emp

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Wtd Annual Avg

Un-Wtd Avg







# of Emp

Un-Wtd Avg


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Wtd Annual Avg

Un-Wtd Avg


Total Responses 82 134 - - - - - - - $52,136 $52,447 $38,000 $43,962 $50,790 $58,822 $67,258

Org Sales Volume0.0-26.9 million - - - - - - - $49,257 $49,118 $36,465 $41,600 $46,480 $54,188 $64,63127.0-99.9 million 27 40 - - - - - - - $54,211 $54,147 $38,165 $44,140 $53,280 $59,829 $72,593100.0 million+ 22 59 - - - - - - - $53,910 $53,269 $40,656 $44,741 $50,859 $59,740 $66,015

RegionNortheast 5 8 - - - - - - - $52,012 $52,903 $44,000 $48,962 $52,176 $56,312 $64,818Southeast 3 14 - - - - - - - $58,810 $58,691 - - $53,901 - -Great Lakes 58 83 - - - - - - - $52,182 $52,426 $37,564 $43,426 $51,400 $59,150 $69,446Central 3 8 - - - - - - - $54,450 $52,364 - - $52,735 - -Mountain 8 14 - - - - - - - $48,566 $47,022 $37,427 $39,168 $46,426 $56,596 $58,372Pacific 5 7 - - - - - - - $52,049 $50,627 $37,000 $40,000 $44,399 $58,789 $84,700

AssociationAmerican Society of Employers (MI) 9 26 - - - - - - - $57,030 $56,982 $45,685 $48,655 $55,072 $62,384 $72,328Trusight (MN) - formerly EA 9 14 - - - - - - - $51,949 $53,271 $34,836 $42,421 $54,654 $62,378 $68,539Employers Resource Assoc. (OH) 12 16 - - - - - - - $47,956 $50,553 $34,540 $38,664 $45,412 $60,433 $77,615Employers Resource Council (OH) 6 6 - - - - - - - $58,552 $58,552 $46,075 $50,723 $57,144 $66,123 $75,768Mtn States Employers Council (CO) 6 10 - - - - - - - $48,188 $45,951 $37,247 $37,705 $42,336 $56,596 $58,834MRA - The Mgmt Assoc. (N. IL) 5 5 - - - - - - - $50,380 $50,380 $38,000 $40,435 $55,510 $57,761 $57,922MRA - The Mgmt Assoc. (WI) 22 41 - - - - - - - $51,186 $50,714 $40,300 $43,388 $49,109 $56,250 $64,130The Management Assoc. of Illinois (IL) 4 5 - - - - - - - $58,229 $57,270 - - $55,013 - -

continued

(310) Customer Service SupervisorCombined Compensation Type

Supervisor of a customer service function, typically requiring an associate's degree with 5+ years of experience, or equivalent. The incumbent fields the most technical or complex service questions from customers and applies experience and judgment in the interpretation and application of guidelines established by senior management. Issues of major impact or technical complexity are researched and presented to upper management or referred to the appropriate internal experts for resolution. Typical customer questions are focused on account status, technical product application, service information, pricing or adjustments. Assists with employee selection and reviews employee performance.




(310) Customer Service SupervisorCombined Compensation Type


# of Emp

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IndustryNon-Durable Goods Manufacturing 18 29 - - - - - - - $53,101 $54,226 $39,650 $49,600 $54,188 $61,736 $64,170Durable Goods Manufacturing 30 39 - - - - - - - $55,015 $54,777 $38,000 $43,600 $51,855 $60,564 $76,564Wholesale and Retail Trade 22 50 - - - - - - - $48,980 $51,188 $41,510 $43,931 $48,655 $56,650 $64,732Financial Activities 3 5 - - - - - - - $43,319 $41,975 - - $38,000 - -Other Services 4 6 - - - - - - - $54,703 $51,182 - - $52,779 - -




# of Emp

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Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 36 47 $50,567 $51,096 $41,600 $50,000 $59,015 - - $50,567 $51,096 $36,732 $41,600 $50,000 $59,015 $73,302


RegionGreat Lakes 28 37 $51,453 $51,991 $42,100 $51,000 $59,920 - - $51,453 $51,991 $35,529 $42,100 $51,000 $59,920 $75,120Mountain 3 3 $48,913 $48,913 - $50,000 - - - $48,913 $48,913 - - $50,000 - -

AssociationEmployers Resource Assoc. (OH) 7 11 $46,904 $51,064 $35,662 $43,264 $72,878 - - $46,904 $51,064 $33,774 $35,662 $43,264 $72,878 $80,973Mtn States Employers Council (CO) 3 3 $48,913 $48,913 - $50,000 - - - $48,913 $48,913 - - $50,000 - -MRA - The Mgmt Assoc. (WI) 11 16 $47,379 $48,280 $42,788 $49,731 $51,875 - - $47,379 $48,280 $35,822 $42,788 $49,731 $51,875 $59,987The Management Assoc. of Illinois (IL) 3 4 $62,145 $59,967 - $56,507 - - - $62,145 $59,967 - - $56,507 - -

continued

(310) Customer Service SupervisorCompensation Strategy: Straight Salary





(310) Customer Service SupervisorCompensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 22 31 $52,757 $52,994 $43,264 $51,000 $59,740 - - $52,757 $52,994 $37,778 $43,264 $51,000 $59,740 $74,576Distributors/Wholesalers 8 9 $50,114 $50,674 $39,300 $49,749 $60,332 - - $50,114 $50,674 $33,467 $39,300 $49,749 $60,332 $75,768Consumers 4 4 $40,735 $40,735 - $38,935 - - - $40,735 $40,735 - - $38,935 - -





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 41 82 $49,650 $49,559 $43,000 $47,675 $55,237 $3,264 - $52,681 $52,823 $39,755 $44,657 $51,005 $58,822 $64,960


RegionSoutheast 3 14 $54,005 $53,930 - $49,001 - $4,761 - $58,810 $58,691 - - $53,901 - -Great Lakes 27 43 $48,942 $49,079 $42,860 $48,000 $56,163 $2,884 - $51,577 $51,962 $38,800 $44,136 $51,400 $58,919 $64,681Mountain 5 11 $44,419 $42,942 $38,000 $41,000 $50,000 $3,564 - $48,358 $46,506 $37,292 $39,650 $45,022 $56,394 $57,623

AssociationAmerican Society of Employers (MI) 7 24 $51,616 $52,290 $45,123 $49,381 $58,262 $4,332 - $55,811 $56,622 $45,225 $48,655 $52,323 $63,067 $76,537Trusight (MN) - formerly EA 7 12 $46,186 $47,563 $35,669 $50,295 $54,900 $4,539 - $49,567 $52,102 $34,392 $38,990 $54,319 $61,758 $67,256Employers Resource Assoc. (OH) 4 4 $45,836 $45,836 - $43,912 - $2,043 - $47,879 $47,879 - - $45,742 - -Employers Resource Council (OH) 4 4 $51,090 $51,090 - $49,500 - $2,771 - $53,861 $53,861 - - $53,230 - -Mtn States Employers Council (CO) 3 7 $42,723 $40,644 - $38,000 - $4,037 - $47,463 $44,681 - - $39,650 - -MRA - The Mgmt Assoc. (N. IL) 3 3 $55,007 $55,007 - $55,100 - $2,003 - $57,011 $57,011 - - $57,600 - -MRA - The Mgmt Assoc. (WI) 9 23 $49,480 $48,918 $41,632 $44,791 $56,163 $1,912 - $51,914 $50,830 $41,553 $43,426 $46,482 $58,606 $68,023

continued

(310) Customer Service SupervisorCompensation Strategy: Salary + Bonus





(310) Customer Service SupervisorCompensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 7 16 $48,993 $50,632 $45,668 $51,769 $55,460 $4,606 - $52,740 $55,239 $39,650 $50,497 $56,816 $61,977 $64,724Durable Goods Manufacturing 11 12 $55,263 $53,929 $42,328 $52,904 $65,914 $3,599 - $58,153 $57,528 $43,761 $45,119 $57,050 $66,221 $82,259Wholesale and Retail Trade 15 42 $49,631 $50,320 $44,231 $46,788 $54,997 $2,628 - $52,386 $52,949 $42,081 $44,779 $50,014 $58,652 $64,960Other Services 3 5 $47,578 $44,989 - $47,350 - $2,729 - $50,104 $47,718 - - $47,830 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 5 5 $51,814 $51,814 $39,930 $50,000 $64,607 $3,757 $3,403 $58,974 $58,974 $44,399 $47,000 $55,628 $72,621 $88,100

Org Sales Volume0.0-26.9 million 3 3 $44,286 $44,286 - $41,600 - $2,442 $3,653 $50,381 $50,381 - - $49,601 - -

RegionGreat Lakes 3 3 $55,938 $55,938 - $50,000 - $5,970 $2,535 $64,443 $64,443 - - $55,628 - -

Association

continued

Variable Pay Total Compensation

Insufficient Data

(310) Customer Service SupervisorCompensation Strategy: Salary + Commission + Bonus



Base Pay


(310) Customer Service SupervisorCompensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 3 3 $48,200 $48,200 - $50,000 - $3,837 $2,087 $54,124 $54,124 - - $55,628 - -

Industry


Insufficient Data



# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 106 265 - - - - - - - $49,496 $48,415 $34,906 $40,652 $47,388 $53,985 $63,179


RegionNortheast 4 7 - - - - - - - $63,195 $63,333 - - $64,728 - -Southeast 3 6 - - - - - - - $36,767 $41,006 - - $40,768 - -Great Lakes 77 186 - - - - - - - $49,595 $48,317 $35,264 $40,531 $47,502 $54,341 $62,416Mountain 11 36 - - - - - - - $49,712 $46,594 $33,503 $35,622 $44,169 $52,555 $65,638Pacific 11 30 - - - - - - - $47,078 $49,212 $36,197 $41,420 $46,500 $51,645 $67,330

AssociationAmerican Society of Employers (MI) 6 20 - - - - - - - $45,860 $46,056 $35,741 $40,707 $45,923 $49,310 $63,619Cascade Employers Assoc. (OR) 3 4 - - - - - - - $35,376 $35,526 - - $35,742 - -Trusight (MN) - formerly EA 21 71 - - - - - - - $52,846 $49,490 $35,304 $42,000 $47,553 $57,953 $65,236Employers Resource Assoc. (OH) 15 34 - - - - - - - $50,594 $51,046 $35,131 $38,196 $52,067 $61,074 $68,737Employers Resource Council (OH) 4 4 - - - - - - - $44,542 $44,542 - - $42,070 - -MidAtlantic Employers Assoc. (PA) 3 4 - - - - - - - $61,494 $59,608 - - $59,761 - -Mtn States Employers Council (CO) 9 34 - - - - - - - $48,738 $46,153 $33,489 $34,991 $43,203 $50,466 $65,764MRA - The Mgmt Assoc. (N. IL) 4 9 - - - - - - - $51,126 $50,877 - - $51,100 - -MRA - The Mgmt Assoc. (WI) 27 51 - - - - - - - $48,520 $46,978 $33,217 $37,202 $47,504 $52,014 $59,482The Management Assoc. of Illinois (IL) 3 4 - - - - - - - $42,117 $41,582 - - $41,925 - -

continued


(320) Customer Service Representative III (Technical Advisor)Combined Compensation Type

Advanced level of customer service work, typically requiring a bachelor's degree with 2+ years of experience, or equivalent. Handles the more technical or complex service questions from customers and applies judgment in resolving service, warranty or technical problems falling within established limits of authority and knowledge. Issues of greater impact or technical complexity are researched and presented to management or referred to the appropriate internal experts for resolution. Typical customer questions are focused on account status, technical product application, or service information, pricing or adjustments. May provide work direction to others.


Total Compensation


(320) Customer Service Representative III (Technical Advisor)Combined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 20 61 - - - - - - - $45,684 $44,818 $33,180 $38,141 $44,304 $50,499 $56,981Durable Goods Manufacturing 53 92 - - - - - - - $51,699 $51,281 $35,385 $42,303 $51,300 $59,248 $65,056Wholesale and Retail Trade 17 47 - - - - - - - $47,273 $45,898 $34,815 $36,254 $43,260 $49,955 $64,337Other Services 8 25 - - - - - - - $47,144 $48,337 $35,446 $42,350 $47,908 $50,982 $62,956




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 56 105 $48,779 $47,559 $41,363 $47,388 $53,076 - - $48,779 $47,559 $34,862 $41,363 $47,388 $53,076 $62,629


RegionNortheast 3 4 $61,494 $59,608 - $59,761 - - - $61,494 $59,608 - - $59,761 - -Great Lakes 42 80 $49,844 $48,462 $42,354 $47,502 $53,600 - - $49,844 $48,462 $35,368 $42,354 $47,502 $53,600 $62,941Mountain 5 12 $38,915 $40,286 $34,216 $38,564 $44,364 - - $38,915 $40,286 $33,367 $34,216 $38,564 $44,364 $52,220Pacific 4 4 $45,197 $45,197 - $46,280 - - - $45,197 $45,197 - - $46,280 - -

AssociationAmerican Society of Employers (MI) 3 4 $48,058 $52,655 - $54,877 - - - $48,058 $52,655 - - $54,877 - -Trusight (MN) - formerly EA 11 27 $54,424 $49,238 $43,260 $47,500 $53,000 - - $54,424 $49,238 $36,180 $43,260 $47,500 $53,000 $68,530Employers Resource Assoc. (OH) 8 17 $49,661 $48,047 $37,606 $47,840 $57,364 - - $49,661 $48,047 $34,703 $37,606 $47,840 $57,364 $62,943MidAtlantic Employers Assoc. (PA) 3 4 $61,494 $59,608 - $59,761 - - - $61,494 $59,608 - - $59,761 - -Mtn States Employers Council (CO) 5 12 $38,915 $40,286 $34,216 $38,564 $44,364 - - $38,915 $40,286 $33,367 $34,216 $38,564 $44,364 $52,220MRA - The Mgmt Assoc. (WI) 16 26 $47,730 $46,647 $41,510 $46,252 $52,131 - - $47,730 $46,647 $34,463 $41,510 $46,252 $52,131 $59,958

continued

(320) Customer Service Representative III (Technical Advisor)Compensation Strategy: Straight Salary





(320) Customer Service Representative III (Technical Advisor)Compensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg







# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 10 37 $41,827 $42,195 $35,890 $42,215 $47,542 - $2,279 $44,897 $44,474 $34,553 $35,890 $45,527 $50,000 $57,239

Org Sales Volume0.0-26.9 million 5 25 $42,691 $42,188 $35,516 $40,970 $49,090 - $1,504 $44,579 $43,692 $34,308 $35,516 $42,250 $50,000 $57,57427.0-99.9 million 4 9 $41,255 $43,013 - $42,225 - - $4,135 $45,777 $47,147 - - $47,033 - -


AssociationTrusight (MN) - formerly EA 5 23 $40,355 $40,648 $35,318 $40,000 $46,000 - $2,707 $43,347 $43,355 $34,062 $35,318 $43,870 $50,000 $58,304

continued


(320) Customer Service Representative III (Technical Advisor)Compensation Strategy: Salary + Commission



Total Compensation


(320) Customer Service Representative III (Technical Advisor)Compensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 7 20 $43,980 $44,950 $41,103 $44,392 $49,108 - $2,419 $47,487 $47,369 $40,748 $43,903 $47,542 $50,446 $57,874

IndustryDurable Goods Manufacturing 3 8 $49,722 $46,408 - $44,392 - - $3,516 $52,724 $49,924 - - $48,338 - -Other Services 4 13 $39,915 $43,805 - $45,659 - - $1,564 $43,414 $45,369 - - $47,908 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 38 107 $47,776 $45,957 $36,066 $43,680 $55,000 $4,343 - $51,110 $50,300 $35,147 $39,839 $47,628 $59,263 $65,590


RegionGreat Lakes 26 65 $46,682 $46,647 $36,803 $45,115 $56,270 $3,318 - $49,989 $49,965 $36,033 $38,890 $48,504 $59,169 $63,224Mountain 7 24 $53,448 $46,008 $35,408 $43,692 $54,750 $3,739 - $56,311 $49,748 $33,761 $40,808 $46,250 $60,008 $70,750Pacific 5 18 $45,525 $43,398 $35,701 $39,000 $52,000 $8,849 - $49,657 $52,248 $35,200 $42,675 $48,300 $58,825 $80,920

AssociationTrusight (MN) - formerly EA 5 21 $54,720 $53,752 $45,058 $57,093 $59,617 $2,780 - $58,871 $56,532 $40,271 $47,531 $57,953 $63,404 $69,477Employers Resource Assoc. (OH) 4 11 $44,564 $46,061 - $49,528 - $3,520 - $48,273 $49,581 - - $52,528 - -Mtn States Employers Council (CO) 5 22 $54,042 $45,467 $34,096 $42,670 $54,250 $3,886 - $57,197 $49,353 $33,666 $39,287 $46,250 $59,603 $72,618MRA - The Mgmt Assoc. (WI) 10 20 $46,602 $44,090 $34,705 $43,896 $50,721 $3,950 - $49,578 $48,040 $33,178 $36,844 $48,615 $51,640 $59,954

continued

(320) Customer Service Representative III (Technical Advisor)Compensation Strategy: Salary + Bonus





(320) Customer Service Representative III (Technical Advisor)Compensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 18 48 $51,885 $49,639 $39,000 $48,092 $58,725 $5,669 - $55,606 $55,307 $38,897 $43,825 $53,564 $59,885 $79,101Distributors/Wholesalers 13 34 $46,122 $45,916 $34,133 $45,115 $55,375 $3,468 - $49,583 $49,383 $33,570 $38,807 $47,803 $61,196 $63,876Retailers 4 5 $39,905 $40,814 - $40,400 - $679 - $40,688 $41,493 - - $40,700 - -Consumers 4 20 $40,020 $38,479 - $36,803 - $3,566 - $43,372 $42,045 - - $39,696 - -





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 5 16 $39,069 $37,446 $27,156 $37,100 $44,223 $736 $12,358 $54,925 $50,541 $32,427 $41,029 $46,798 $53,827 $81,789

Org Sales Volume27.0-99.9 million 4 12 $42,647 $41,676 - $40,000 - $982 $9,062 $56,906 $51,720 - - $44,553 - -

Region

Association

continued

(320) Customer Service Representative III (Technical Advisor)Compensation Strategy: Salary + Commission + Bonus




Insufficient Data

Insufficient Data


(320) Customer Service Representative III (Technical Advisor)Compensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 5 16 $39,069 $37,446 $27,156 $37,100 $44,223 $736 $12,358 $54,925 $50,541 $32,427 $41,029 $46,798 $53,827 $81,789





# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 228 865 - - - - - - - $40,102 $38,298 $28,371 $31,882 $36,800 $43,117 $50,547



AssociationAmerican Society of Employers (MI) 12 53 - - - - - - - $40,111 $38,004 $28,746 $30,607 $32,465 $44,168 $52,600Cascade Employers Assoc. (OR) 6 13 - - - - - - - $36,560 $37,950 $28,443 $34,852 $39,147 $39,909 $46,245Employers Assoc. NE (CT & MA) 3 5 - - - - - - - $38,809 $39,455 - - $37,627 - -Trusight (MN) - formerly EA 49 143 - - - - - - - $43,966 $45,855 $32,950 $37,400 $44,500 $53,560 $60,549Employers Assoc. W. Michigan (MI) 4 16 - - - - - - - $40,557 $43,923 - - $46,000 - -Employers Resource Assoc. (OH) 22 60 - - - - - - - $39,507 $37,243 $26,508 $30,339 $36,406 $43,348 $49,740Employers Resource Council (OH) 20 57 - - - - - - - $39,472 $39,265 $29,414 $32,082 $37,000 $45,725 $51,512MidAtlantic Employers Assoc. (PA) 5 19 - - - - - - - $40,742 $39,873 $32,938 $37,131 $39,665 $41,658 $46,134Mtn States Employers Council (CO) 14 45 - - - - - - - $39,026 $38,583 $27,413 $32,270 $36,100 $44,133 $52,728MRA - The Mgmt Assoc. (N. IL) 9 25 - - - - - - - $40,920 $41,289 $34,320 $37,750 $40,100 $44,550 $50,005MRA - The Mgmt Assoc. (WI) 61 229 - - - - - - - $38,143 $35,797 $22,880 $31,200 $35,693 $40,698 $46,000The Management Assoc. of Illinois (IL) 12 52 - - - - - - - $40,866 $40,356 $34,566 $36,498 $41,163 $42,856 $49,795

continued

(330) Customer Service Representative II (Experienced)Combined Compensation Type

Experienced level of customer service work, typically requiring reading, communication, math and problem solving skills equivalent to a high school education or GED and 2+ years of training and experience. Incumbents receive questions from customers and follow established procedures to provide answers or refer calls to appropriate staff. Typical questions are focused on order status, product information, account status, pricing, product or service. Incumbents have limited supervision.




(330) Customer Service Representative II (Experienced)Combined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 47 139 - - - - - - - $40,261 $40,182 $31,824 $33,857 $37,620 $44,500 $50,000Durable Goods Manufacturing 108 304 - - - - - - - $41,137 $39,856 $29,914 $34,118 $38,724 $45,391 $52,339Wholesale and Retail Trade 41 210 - - - - - - - $38,846 $36,894 $22,880 $28,175 $33,894 $43,425 $53,178Transportation and Warehousing 3 13 - - - - - - - $44,555 $45,695 - - $41,183 - -Financial Activities 4 101 - - - - - - - $31,580 $33,077 - - $32,060 - -Professional and Business Services 5 6 - - - - - - - $36,213 $37,265 $31,200 $33,930 $36,250 $41,063 $45,450Education and Health Services 3 6 - - - - - - - $47,162 $56,507 - - $61,861 - -Other Services 12 73 - - - - - - - $36,367 $36,355 $28,651 $31,548 $35,733 $41,163 $45,794




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 120 423 $38,954 $36,548 $30,854 $36,050 $41,600 - - $38,954 $36,548 $24,924 $30,854 $36,050 $41,600 $48,026


RegionNortheast 6 16 $37,642 $37,863 $35,520 $37,658 $39,681 - - $37,642 $37,863 $31,482 $35,520 $37,658 $39,681 $45,309Great Lakes 92 305 $39,526 $37,507 $31,658 $36,608 $42,765 - - $39,526 $37,507 $26,333 $31,658 $36,608 $42,765 $49,176Mountain 7 19 $35,362 $36,815 $32,616 $35,500 $42,000 - - $35,362 $36,815 $29,000 $32,616 $35,500 $42,000 $47,630Pacific 12 66 $39,037 $34,119 $27,285 $32,669 $39,088 - - $39,037 $34,119 $24,960 $27,285 $32,669 $39,088 $46,188

AssociationAmerican Society of Employers (MI) 3 10 $47,579 $47,871 - $48,500 - - - $47,579 $47,871 - - $48,500 - -Trusight (MN) - formerly EA 24 64 $42,619 $43,254 $36,452 $42,377 $47,656 - - $42,619 $43,254 $32,188 $36,452 $42,377 $47,656 $56,284Employers Resource Assoc. (OH) 11 34 $39,084 $35,112 $27,739 $33,405 $41,066 - - $39,084 $35,112 $26,291 $27,739 $33,405 $41,066 $47,495Employers Resource Council (OH) 11 32 $37,532 $36,089 $31,623 $34,034 $39,674 - - $37,532 $36,089 $28,085 $31,623 $34,034 $39,674 $48,977MidAtlantic Employers Assoc. (PA) 4 17 $40,788 $39,792 - $39,198 - - - $40,788 $39,792 - - $39,198 - -Mtn States Employers Council (CO) 7 19 $35,362 $36,815 $32,616 $35,500 $42,000 - - $35,362 $36,815 $29,000 $32,616 $35,500 $42,000 $47,630MRA - The Mgmt Assoc. (N. IL) 3 8 $38,240 $38,468 - $38,750 - - - $38,240 $38,468 - - $38,750 - -MRA - The Mgmt Assoc. (WI) 36 138 $37,041 $33,134 $24,700 $33,166 $37,655 - - $37,041 $33,134 $22,614 $24,700 $33,166 $37,655 $45,000The Management Assoc. of Illinois (IL) 8 39 $40,219 $40,095 $36,358 $41,163 $43,680 - - $40,219 $40,095 $31,980 $36,358 $41,163 $43,680 $48,922

continued

(330) Customer Service Representative II (Experienced)Compensation Strategy: Straight Salary





(330) Customer Service Representative II (Experienced)Compensation Strategy: Straight Salary


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 72 190 $41,025 $40,105 $34,320 $38,262 $46,000 - - $41,025 $40,105 $32,146 $34,320 $38,262 $46,000 $50,153Distributors/Wholesalers 34 101 $37,817 $38,126 $31,990 $37,000 $42,846 - - $37,817 $38,126 $28,996 $31,990 $37,000 $42,846 $49,286Retailers 8 22 $36,522 $34,431 $26,931 $31,377 $38,662 - - $36,522 $34,431 $26,524 $26,931 $31,377 $38,662 $50,350Consumers 15 110 $32,353 $29,378 $23,618 $27,859 $34,940 - - $32,353 $29,378 $21,873 $23,618 $27,859 $34,940 $41,163

IndustryNon-Durable Goods Manufacturing 23 62 $37,508 $37,057 $32,900 $34,950 $41,700 - - $37,508 $37,057 $30,528 $32,900 $34,950 $41,700 $48,031Durable Goods Manufacturing 62 178 $40,614 $38,237 $32,164 $37,000 $43,019 - - $40,614 $38,237 $28,032 $32,164 $37,000 $43,019 $51,944Wholesale and Retail Trade 20 116 $36,985 $32,700 $23,702 $31,086 $39,092 - - $36,985 $32,700 $22,073 $23,702 $31,086 $39,092 $48,451Financial Activities 3 21 $31,124 $33,565 - $32,240 - - - $31,124 $33,565 - - $32,240 - -Professional and Business Services 3 3 $34,567 $34,567 - $35,500 - - - $34,567 $34,567 - - $35,500 - -Other Services 5 32 $40,046 $41,145 $36,607 $41,163 $43,680 - - $40,046 $41,145 $34,652 $36,607 $41,163 $43,680 $46,800




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 15 63 $37,340 $35,332 $29,120 $31,075 $40,706 - $10,798 $44,727 $46,131 $27,368 $31,473 $42,591 $59,420 $69,874

Org Sales Volume0.0-26.9 million 11 28 $38,925 $39,683 $32,095 $38,824 $47,000 - $6,386 $45,775 $46,069 $24,468 $39,793 $44,294 $57,500 $67,544

RegionGreat Lakes 9 37 $38,104 $35,878 $28,132 $31,827 $40,133 - $4,755 $43,368 $40,633 $28,515 $30,809 $38,667 $46,767 $65,436Mountain 4 10 $37,356 $35,758 - $40,020 - - $4,841 $45,419 $40,599 - - $43,016 - -

AssociationTrusight (MN) - formerly EA 3 19 $40,737 $36,626 - $30,000 - - $25,712 $55,376 $62,338 - - $60,895 - -Employers Resource Assoc. (OH) 3 6 $30,807 $30,960 - $32,822 - - $1,305 $31,958 $32,265 - - $34,150 - -Mtn States Employers Council (CO) 4 10 $37,356 $35,758 - $40,020 - - $4,841 $45,419 $40,599 - - $43,016 - -MRA - The Mgmt Assoc. (WI) 3 11 $42,797 $43,548 - $37,516 - - $8,353 $51,222 $51,901 - - $47,846 - -

continued

(330) Customer Service Representative II (Experienced)Compensation Strategy: Salary + Commission





(330) Customer Service Representative II (Experienced)Compensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 9 23 $39,847 $42,066 $34,272 $41,100 $49,300 - $6,476 $44,993 $48,541 $28,888 $40,826 $47,846 $58,753 $68,736Distributors/Wholesalers 3 6 $32,211 $31,662 - $32,822 - - $1,773 $34,298 $33,435 - - $35,049 - -Consumers 3 19 $31,920 $29,554 - $28,266 - - $3,453 $41,216 $33,007 - - $31,075 - -

IndustryNon-Durable Goods Manufacturing 5 12 $41,393 $42,550 $37,674 $42,600 $47,000 - $7,011 $47,328 $49,561 $40,282 $42,197 $48,128 $53,529 $65,778Wholesale and Retail Trade 5 23 $34,684 $33,962 $30,000 $30,000 $40,000 - $22,343 $48,091 $56,304 $30,631 $42,591 $58,863 $66,081 $79,877




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 92 363 $38,972 $37,272 $31,649 $35,755 $41,122 $1,615 - $40,822 $38,887 $30,014 $32,340 $37,133 $43,060 $50,471


RegionNortheast 3 83 $35,529 $32,707 - $31,649 - $457 - $36,339 $33,164 - - $32,060 - -Southeast 4 16 $33,488 $31,671 - $31,395 - $521 - $34,124 $32,191 - - $31,895 - -Great Lakes 72 216 $40,165 $39,967 $34,864 $38,896 $44,859 $2,307 - $42,307 $42,274 $32,951 $36,621 $40,487 $46,850 $52,972Mountain 6 30 $35,892 $35,059 $31,200 $32,786 $35,888 $1,048 - $36,653 $36,107 $31,739 $32,191 $33,512 $36,602 $45,447Pacific 5 12 $34,818 $36,080 $31,619 $33,418 $40,040 $499 - $35,804 $36,579 $30,881 $31,877 $35,568 $40,040 $47,044

AssociationAmerican Society of Employers (MI) 8 27 $36,545 $36,538 $30,232 $31,965 $33,267 $1,459 - $38,342 $37,997 $28,746 $30,607 $32,465 $33,767 $70,470Cascade Employers Assoc. (OR) 4 9 $37,111 $38,120 - $39,062 - $655 - $38,319 $38,775 - - $39,062 - -Trusight (MN) - formerly EA 21 58 $41,223 $40,658 $35,162 $39,000 $47,564 $2,436 - $43,468 $43,094 $32,071 $36,798 $41,032 $49,897 $55,626Employers Assoc. W. Michigan (MI) 3 14 $40,997 $41,337 - $41,718 - $4,421 - $43,718 $45,758 - - $46,250 - -Employers Resource Assoc. (OH) 8 15 $40,039 $42,193 $37,362 $41,200 $48,928 $1,717 - $42,225 $43,910 $36,392 $37,862 $44,000 $49,928 $51,388Employers Resource Council (OH) 9 24 $40,574 $40,862 $33,272 $39,800 $45,990 $2,458 - $42,539 $43,320 $31,249 $34,850 $40,321 $49,326 $62,450Mtn States Employers Council (CO) 4 15 $37,760 $37,619 - $35,157 - $1,186 - $38,579 $38,804 - - $35,295 - -MRA - The Mgmt Assoc. (N. IL) 6 17 $40,189 $40,664 $36,846 $41,000 $44,808 $1,952 - $42,260 $42,617 $34,382 $38,550 $42,537 $47,102 $50,700MRA - The Mgmt Assoc. (WI) 21 75 $37,254 $36,676 $32,500 $36,000 $39,647 $1,776 - $38,949 $38,452 $31,724 $34,517 $37,620 $42,072 $46,110The Management Assoc. of Illinois (IL) 4 12 $39,896 $39,566 - $38,474 - $1,528 - $41,425 $41,094 - - $39,354 - -

continued

(330) Customer Service Representative II (Experienced)Compensation Strategy: Salary + Bonus





(330) Customer Service Representative II (Experienced)Compensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 44 117 $40,528 $40,887 $36,350 $40,000 $45,000 $1,960 - $42,259 $42,847 $35,494 $37,769 $41,194 $47,454 $52,752Distributors/Wholesalers 29 71 $40,840 $42,468 $35,157 $40,664 $47,352 $2,894 - $43,569 $45,362 $32,508 $37,174 $42,300 $49,440 $63,954Retailers 17 55 $33,162 $31,915 $30,285 $31,200 $32,927 $736 - $33,857 $32,651 $29,640 $30,994 $32,191 $33,448 $36,583Consumers 8 120 $34,823 $33,130 $30,014 $31,711 $35,114 $924 - $36,395 $34,054 $30,014 $30,014 $32,648 $36,623 $41,049

IndustryNon-Durable Goods Manufacturing 19 58 $39,751 $39,238 $33,459 $36,317 $41,050 $2,495 - $42,080 $41,734 $32,288 $35,957 $37,804 $42,752 $57,066Durable Goods Manufacturing 42 117 $40,682 $40,860 $36,194 $40,000 $45,000 $2,063 - $42,480 $42,923 $33,438 $37,664 $41,194 $47,842 $53,000Wholesale and Retail Trade 18 69 $36,344 $35,766 $30,826 $33,267 $41,009 $1,255 - $37,928 $37,021 $29,640 $31,337 $34,000 $42,797 $47,332Other Services 5 22 $32,754 $31,838 $30,805 $32,677 $35,838 $1,483 - $34,558 $33,322 $24,461 $31,851 $33,646 $36,819 $40,807




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 8 16 $37,488 $36,741 $29,952 $38,426 $41,821 $1,482 $2,113 $41,456 $40,336 $29,715 $33,191 $42,105 $44,734 $51,627

Org Sales Volume0.0-26.9 million 5 7 $40,636 $41,844 $39,852 $41,600 $44,933 $1,450 $2,771 $45,048 $46,065 $35,720 $43,600 $44,790 $48,706 $58,44327.0-99.9 million 3 9 $32,241 $32,772 - $32,756 - $1,506 $1,601 $35,469 $35,880 - - $35,665 - -


Association

continued


Insufficient Data

(330) Customer Service Representative II (Experienced)Compensation Strategy: Salary + Commission + Bonus



Total Compensation


(330) Customer Service Representative II (Experienced)Compensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 3 7 $37,603 $35,056 - $33,080 - $1,121 $2,746 $42,328 $38,923 - - $36,201 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 84 439 - - - - - - - $31,950 $31,224 $21,840 $26,790 $31,200 $36,358 $39,594


RegionGreat Lakes 63 361 - - - - - - - $32,325 $32,185 $23,149 $28,068 $32,014 $36,358 $40,078Mountain 6 18 - - - - - - - $32,211 $29,872 $22,326 $27,537 $29,110 $31,721 $38,615Pacific 9 12 - - - - - - - $30,290 $29,364 $24,972 $25,282 $28,494 $32,732 $37,085

AssociationTrusight (MN) - formerly EA 18 142 - - - - - - - $34,127 $34,382 $24,440 $29,521 $33,409 $39,506 $44,251Employers Resource Assoc. (OH) 8 56 - - - - - - - $30,106 $30,093 $23,920 $25,982 $29,986 $33,000 $37,368Employers Resource Council (OH) 10 23 - - - - - - - $34,781 $33,521 $25,324 $29,120 $32,004 $38,088 $44,107Mtn States Employers Council (CO) 6 18 - - - - - - - $32,211 $29,872 $22,326 $27,537 $29,110 $31,721 $38,615MRA - The Mgmt Assoc. (N. IL) 4 30 - - - - - - - $35,302 $30,342 - - $29,380 - -MRA - The Mgmt Assoc. (WI) 20 100 - - - - - - - $29,487 $25,985 $18,398 $19,900 $23,867 $31,275 $35,218The Management Assoc. of Illinois (IL) 5 51 - - - - - - - $31,584 $34,595 $27,165 $34,798 $36,358 $36,358 $36,358

continued


(350) Customer Service Representative I (Entry Level)Combined Compensation Type

First level of customer service work, typically requiring reading, communication, math and problem solving skills equivalent to a high school education or GED and no previous experience. Incumbents receive questions from customer and follow established procedures to provide answers or refer calls to appropriate staff. Typical questions are focused on order status, product information, account status, pricing, product or service. Incumbents follow established procedures and have readily available supervision.


Total Compensation


(350) Customer Service Representative I (Entry Level)Combined Compensation Type


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg



IndustryNon-Durable Goods Manufacturing 14 48 - - - - - - - $33,795 $33,402 $27,576 $31,048 $32,771 $36,459 $39,997Durable Goods Manufacturing 36 97 - - - - - - - $32,728 $31,786 $23,014 $27,265 $31,220 $35,078 $41,623Wholesale and Retail Trade 19 112 - - - - - - - $31,336 $27,622 $19,240 $20,140 $28,340 $31,743 $38,485Transportation and Warehousing 3 51 - - - - - - - $32,011 $38,051 - - $36,400 - -Other Services 4 50 - - - - - - - $29,645 $34,065 - - $36,358 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 44 239 $30,347 $28,582 $23,169 $28,621 $34,798 - - $30,347 $28,582 $19,635 $23,169 $28,621 $34,798 $36,358


RegionGreat Lakes 32 178 $30,578 $29,629 $24,266 $29,443 $36,358 - - $30,578 $29,629 $20,800 $24,266 $29,443 $36,358 $36,358Pacific 5 6 $31,603 $30,503 $25,022 $30,713 $34,451 - - $31,603 $30,503 $24,960 $25,022 $30,713 $34,451 $38,480

AssociationTrusight (MN) - formerly EA 7 38 $34,138 $29,679 $24,310 $27,851 $34,877 - - $34,138 $29,679 $22,277 $24,310 $27,851 $34,877 $38,395Employers Resource Assoc. (OH) 5 22 $28,130 $28,491 $23,920 $25,012 $33,462 - - $28,130 $28,491 $22,298 $23,920 $25,012 $33,462 $40,970Employers Resource Council (OH) 5 11 $35,668 $33,346 $29,120 $32,004 $38,511 - - $35,668 $33,346 $25,142 $29,120 $32,004 $38,511 $43,306MRA - The Mgmt Assoc. (WI) 13 74 $27,088 $23,206 $19,240 $21,840 $26,161 - - $27,088 $23,206 $17,680 $19,240 $21,840 $26,161 $31,050The Management Assoc. of Illinois (IL) 3 49 $31,547 $34,715 - $36,358 - - - $31,547 $34,715 - - $36,358 - -

continued

(350) Customer Service Representative I (Entry Level)Compensation Strategy: Straight Salary





(350) Customer Service Representative I (Entry Level)Compensation Strategy: Straight Salary


# of Emp

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Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg







# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 3 6 $29,156 $28,361 - $28,839 - - $3,642 $35,289 $32,003 - - $30,003 - -

Org Sales Volume

Region

Association

continued

Insufficient Data

Insufficient Data

Insufficient Data

(350) Customer Service Representative I (Entry Level)Compensation Strategy: Salary + Commission





(350) Customer Service Representative I (Entry Level)Compensation Strategy: Salary + Commission


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer Type

Industry

Variable Pay

Insufficient Data

Insufficient Data

Base Pay Total Compensation



# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 34 190 $32,182 $33,059 $29,120 $31,970 $36,416 $1,447 - $33,608 $34,506 $27,769 $30,150 $33,374 $37,524 $43,091

Org Sales Volume0.0-26.9 million 16 26 $32,732 $32,097 $29,120 $31,200 $35,176 $974 - $34,119 $33,071 $25,700 $29,120 $32,130 $36,678 $40,25527.0-99.9 million 8 58 $29,959 $30,903 $27,451 $29,661 $34,034 $1,240 - $31,081 $32,143 $26,431 $29,081 $31,152 $35,421 $39,612100.0 million+ 10 106 $33,080 $34,475 $31,200 $33,332 $37,497 $1,677 - $34,812 $36,152 $29,199 $31,559 $34,586 $39,581 $46,798

RegionGreat Lakes 28 176 $33,232 $33,417 $30,066 $32,594 $36,962 $1,499 - $34,723 $34,916 $28,408 $31,137 $33,460 $37,615 $43,615Mountain 3 9 $29,439 $30,006 - $29,120 - $608 - $29,895 $30,614 - - $29,270 - -Pacific 3 5 $25,125 $25,950 - $26,754 - $1,155 - $26,921 $27,105 - - $27,142 - -

AssociationTrusight (MN) - formerly EA 10 99 $32,788 $34,703 $31,200 $33,384 $38,868 $1,744 - $34,323 $36,448 $28,080 $31,500 $35,054 $40,398 $46,745Employers Resource Assoc. (OH) 3 34 $32,142 $29,701 - $29,422 - $1,429 - $33,398 $31,129 - - $30,351 - -Employers Resource Council (OH) 4 11 $34,853 $33,431 - $30,600 - $1,160 - $36,448 $34,591 - - $32,130 - -Mtn States Employers Council (CO) 3 9 $29,439 $30,006 - $29,120 - $608 - $29,895 $30,614 - - $29,270 - -MRA - The Mgmt Assoc. (N. IL) 3 5 $35,870 $35,767 - $35,114 - $904 - $37,377 $36,671 - - $35,114 - -MRA - The Mgmt Assoc. (WI) 7 26 $32,270 $32,927 $28,975 $33,772 $35,001 $969 - $33,944 $33,896 $29,092 $30,942 $34,630 $35,547 $38,150

continued

(350) Customer Service Representative I (Entry Level)Compensation Strategy: Salary + Bonus





(350) Customer Service Representative I (Entry Level)Compensation Strategy: Salary + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 15 55 $31,963 $32,957 $30,035 $32,136 $36,961 $1,183 - $33,331 $34,140 $27,509 $30,641 $33,496 $37,753 $41,089Distributors/Wholesalers 14 88 $33,349 $35,093 $30,867 $34,496 $38,399 $1,699 - $34,987 $36,792 $29,266 $31,200 $35,006 $40,325 $48,391Retailers 4 6 $33,390 $33,911 - $32,313 - $541 - $34,132 $34,452 - - $33,240 - -Consumers 4 41 $26,869 $28,705 - $28,621 - $1,395 - $28,141 $30,099 - - $30,012 - -

IndustryNon-Durable Goods Manufacturing 8 38 $32,915 $32,286 $30,207 $31,970 $34,490 $1,311 - $34,409 $33,597 $29,265 $31,300 $33,040 $36,145 $39,689Durable Goods Manufacturing 15 43 $34,027 $33,821 $30,180 $33,966 $36,962 $962 - $35,266 $34,783 $28,596 $30,641 $34,601 $37,519 $43,803Wholesale and Retail Trade 4 16 $31,542 $35,053 - $36,760 - $1,044 - $32,484 $36,097 - - $37,851 - -




# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Total Responses 4 4 $31,450 $31,450 - $31,500 - $110 $393 $31,952 $31,952 - - $31,915 - -

Org Sales Volume0.0-26.9 million 3 3 $30,933 $30,933 - $30,000 - $100 $293 $31,327 $31,327 - - $30,000 - -

Region

Association

continued

(350) Customer Service Representative I (Entry Level)Compensation Strategy: Salary + Commission + Bonus




Insufficient Data

Insufficient Data


(350) Customer Service Representative I (Entry Level)Compensation Strategy: Salary + Commission + Bonus


# of Emp

Un-Wtd Avg


Wtd Annual Avg

Wtd Annual Avg

Un-Wtd Avg


Customer TypeIndustry 3 3 $31,933 $31,933 - $33,000 - $146 $524 $32,603 $32,603 - - $33,830 - -




Frequency Percent

Determined from gross sales dollars only: 46 20%Based on gross margin rather than gross sales, or both: 18 8%Based on net margin: 10 4%Based on reaching various goals rather than on individual sales dollars or a combination of goals and sales dollars: 70 30%Combination of any of the above : 86 37%






PART II: COMMISSION & BONUS PLAN SUMMARIES

COMMISSION & BONUS PLAN SUMMARY - SALES MANAGEMENT

SALES MANAGEMENT: Basis of determining bonus and/or commissionTop Sales Executive

Int'l. Sales Manager

Sales Trainer

General Sales Manager

Sales Manager

District Sales Manager


Frequency Percent

Incentive pay is determined only after reaching a minimum quota or goal: 72 51%Commission is a straight percentage of sales: 16 11%Different commission percentages or bonuses are paid for various products or services: 21 15%Graduated or Variable commission plan: 15 11%Incentive plan has a cap on earnings for this individual.: 16 11%







SALES MANAGEMENT: General sales compensation information



Sales Manager


Sales Trainer

Top Sales Executive


Frequency Percent

At time of order: 10 7%When shipped: 44 33%When customer is invoiced: 31 23%When customer pays: 23 17%Combination of any of the above : 26 19%






SALES MANAGEMENT: For Commission, incentive or pay purposes, this person is credited with sale:


Top Sales Executive

Sales Manager




Sales Trainer


Frequency Percent

Sales of salespersons and/or manufacturing or dealers/distributors reporting to this position: 44 31%Profits on sales of salespersons and/or manufacturing or dealers/distributors reporting to this position: 16 11%Personal sales of the incumbent: 13 9%Combination of any of the above : 70 49%








Sales Manager



SALES MANAGEMENT: What are incentive earnings based solely on?Top Sales Executive

Sales Trainer


Frequency Percent








Nat'l Accounts Mgr.

Sales Engineer

Field Sales Supv. OUTSIDE SALES: Basis of determining bonus and/or commission

COMMISSION & BONUS PLAN SUMMARY - OUTSIDE SALES

Sales Rep/Acct Rep, Sr.

Sales Rep/Acct Rep

Sales Rep, Jr.

Sales Trainee


Frequency Percent

Incentive pay is determined only after reaching a minimum quota or goal: 16 47%Commission is a straight percentage of sales: 5 15%Different commission percentages or bonuses are paid for various products or services: 7 21%Graduated or Variable commission plan: 5 15%Incentive plan has a cap on earnings for this individual: 1 3%







Nat'l Accounts Mgr.

Field Sales Supv. OUTSIDE SALES: General sales compensation information


Sales Engineer


Sales Rep/Acct Rep

Sales Trainee

Sales Rep, Jr.


Frequency Percent








Field Sales Supv.

OUTSIDE SALES: For commission, incentive or pay purposes, this person is credited with sale:


Sales Trainee

Nat'l Accounts Mgr.

Sales Engineer


Sales Rep/Acct Rep

Sales Rep, Jr.


Frequency Percent








COMMISSION & BONUS PLAN SUMMARY - INSIDE SALES AND CUSTOMER SERVICE

Cust. Svc Mgr.

Cust. Svc Rep III (Tech. Advisor)

Cust. Svc Rep II (Exper)

Cust. Svc Supv.

INSIDE SALES AND CUSTOMER SERVICE: Basis of determining bonus and/or commissionTele. Sls Rep/ Inside Sls Rep

Order Proc. Supv

Tele. Order Proc.



Cust. Svc Rep I (Entry Level)



Frequency Percent









INSIDE SALES AND CUSTOMER SERVICE: General sales compensation information

Order Proc. Supv

Tele. Order Proc.

Tele. Sls Rep/ Inside Sls Rep

Cust. Svc Mgr.

Cust. Svc Supv.




Frequency Percent











Cust. Svc Mgr.

Cust. Svc Supv.



Order Proc. Supv

INSIDE SALES AND CUSTOMER SERVICE: For Commission, incentive or pay purposes, this person is credited with sale:Tele. Sls Rep/ Inside Sls Rep

Tele. Order Proc.


Frequency PercentAward / plaque: 223 32%Honorary job titles: 30 4%Publicity: 92 13%Personal letters of commendation: 175 25%Telephone calls of commendation: 186 27%Honor Societies: 8 1%Published sales results: 180 26%Sales contests (trips, merchandise, etc.): 179 26%Entertainment / Dinner / Sports tickets: 186 27%None of the above: 269 39%

Frequency PercentIndividual instruction: 427 61%On-site classroom instruction: 308 44%Home assignments: 24 3%Seminars: 406 58%On the job training: 568 81%Other: 66 9%Does not apply: 48 7%

Frequency PercentThe same as that offered to other employees for all outside sales positions: 487 93%The same as that offered to other employees for some outside sales positions: 8 2%Different than that offered to other employees: 18 3%The company does not offer benefits to outside sales positions: 11 2%

Frequency PercentYes: 497 95%No: 27 5%

BENEFITS - OUTSIDE SALES FORCE

Does your company provide paid vacation to your Outside Sales positions?

For your Outside Sales positions, is your company's benefits package:

MOTIVATION AND TRAINING - SALES FORCE

What types of formal training programs does the company provide to Sales personnel? (Multiple answers can total more than 100%)

PART III: BENEFITS AND PRACTICES

Which of the following non-financial methods are used to motivate your sales force? (Multiple answers can total more than 100%)



Frequency Percent

All Company owned: 45 26%All Company leased: 89 51%All Sales personnel owned/leased: 11 6%A combination of plans: 28 16%

All Company owned: 35 22%All Company leased: 67 42%All Sales personnel owned/leased: 15 9%A combination of plans: 41 26%

Frequency Percent

Yes: 146 81%No: 35 19%

Yes: 123 75%No: 42 26%

Frequency Percent

Straight cents per mile: 9 6%IRS Limit (currently 50 cents per mile): 18 13%Flat amount: Less than $40 per month: 1 1%Flat amount: $41 to $60 per month: 1 1%Flat amount: $61 to $125 per month: 4 3%Flat amount: More than $126 per month: 9 6%Other basis than listed: 25 18%Reimbursement not required: 72 52%

Straight cents per mile: 9 8%IRS Limit (currently 50 cents per mile): 18 15%Flat amount: Less than $40 per month: 3 2%Flat amount: $41 to $60 per month: 1 1%Flat amount: $61 to $125 per month: 4 3%Flat amount: More than $126 per month: 7 6%Other basis than listed: 22 18%Reimbursement not required: 56 47%

Frequency Percent

Yes: 129 72%No: 51 28%

Yes: 102 63%No: 61 37%

Sales Mgmt. Positions:

Outside Sales Positions:


Is the company vehicle considered part of the total compensation package?Sales Mgmt. Positions:

Nat'l Accounts, Field Sales Supv, Sales Engineer, Outside Sales Reps (all levels), Sales Trainees or their equivalents.

Sales Management:Top Sales Executive, Int'l Manager, General Manager, Sales Manager, District Manager, Sales Trainer or their equivalents.


EXPENSE ALLOWANCE PRACTICES - VEHICLES (CO. OWNED OR LEASED)


How do the sales position(s) listed below reimburse the company for personal use of the company vehicle?

Are Sales Management and/or Outside Sales positions provided with company vehicles?

Vehicles used by sales position(s) listed below are:

Are the sales position(s) listed below allowed to use company vehicles for personal use?Sales Mgmt. Positions:


Frequency Percent

Less than $4,999 per year: 18 11%$5,000 to $7,999 per year: 42 26%$8,000 to $10,999 per year: 49 30%$11,000 to $13,999 per year: 28 17%$14,000 or more per year: 25 15%

Less than $4,999 per year: 26 18%$5,000 to $7,999 per year: 44 31%$8,000 to $10,999 per year: 34 24%$11,000 to $13,999 per year: 22 16%$14,000 or more per year: 16 11%

Frequency Percent

Compact auto : 3 2%Midsize auto : 59 35%Elite auto : 11 7%Full-size auto : 48 29%Luxury auto : 23 14%Compact van or pickup : 2 1%Mid size van or pickup : 17 10%Full size van or pickup : 12 7%Sport / Utility: 58 35%

Compact auto : 6 4%Midsize auto : 76 51%Elite auto : 5 3%Full-size auto : 41 28%Luxury auto : 7 5%Compact van or pickup : 6 4%Mid size van or pickup : 21 14%Full size van or pickup : 21 14%Sport / Utility: 33 22%

Frequency Percent

Based on years alone: 23 14%Based on mileage alone: 20 12%Combination of years and mileage: 127 75%

Based on years alone: 10 7%Based on mileage alone: 22 15%Combination of years and mileage: 116 78%

What is the annual value of the vehicle from the company's viewpoint?

How does the company determine when to replace vehicles?Sales Mgmt. Positions:




What type of vehicles are provided to Sales personnel? (Multiple answers can total more than 100%)Sales Mgmt. Positions:




Frequency Percent

Every year: 0 0%Every 2 years: 5 4%Every 3 years: 26 21%Every 4 years: 4 3%Every 5 years or longer: 5 4%Does not apply: 83 68%

Every year: 0 0%Every 2 years: 12 11%Every 3 years: 11 10%Every 4 years: 4 4%Every 5 years or longer: 4 4%Does not apply: 78 72%

Frequency Percent

Between 0-60,000 miles : 6 5%Between 60,001-100,000 miles : 16 12%Between 100,001-150,000 miles : 8 6%More than 150,000 miles : 6 5%Does not apply: 96 73%

Between 0-60,000 miles : 7 6%Between 60,001-100,000 miles : 15 13%Between 100,001-150,000 miles : 9 8%More than 150,000 miles : 7 6%Does not apply: 82 68%

Frequency Percent

2 Years and less than 70,000 miles: 5 3%2 Years and 70,000 to 89,999 miles: 4 3%2 Years and 90,000 miles or more: 2 1%3 Years and less than 60,000 miles: 4 3%3 Years and 60,000 to 74,999 miles: 13 8%3 Years and 75,000 to 89,999 miles: 11 7%3 Years and 90,000 to 149,999 miles: 17 11%3 Years and 150,000 miles or more: 4 3%4 Years or more and less than 100,000 miles: 6 4%4 Years or more and 100,000 miles or more: 47 31%Does not apply: 41 27%

2 Years and less than 70,000 miles: 5 4%2 Years and 70,000 to 89,999 miles: 11 8%2 Years and 90,000 miles or more: 1 1%3 Years and less than 60,000 miles: 1 1%3 Years and 60,000 to 74,999 miles: 7 5%3 Years and 75,000 to 89,999 miles: 12 8%3 Years and 90,000 to 149,999 miles: 13 9%3 Years and 150,000 miles or more: 4 3%4 Years or more and less than 100,000 miles: 7 5%4 Years or more and 100,000 miles or more: 47 33%Does not apply: 34 24%


If based on combination of years and mileage, after what combination does the company replace the vehicle?Sales Mgmt. Positions:

If based on age alone, after how many years does the company replace the vehicle?Sales Mgmt. Positions:



If based on mileage alone, after how many miles does the company replace the vehicle?




Frequency Percent

Company pays 100% of vehicle insurance: 159 90%Company pays difference between personal and business use: 2 1%Company pays for specific coverage only: 6 3%Sales personnel pay deductible in case of accident: 2 1%Does not apply: 11 6%

Company pays 100% of vehicle insurance: 138 86%Company pays difference between personal and business use: 1 1%Company pays for specific coverage only: 3 2%Sales personnel pay deductible in case of accident: 3 2%Does not apply: 19 12%




For vehicle insurance on company owned or leased vehicles



Frequency PercentStraight cents per mile: 327 69%Flat amount per month: 97 20%Combination of cents per mile and a flat amount per month: 52 11%

Frequency PercentMore than 50 cents per mile: 4 1%The current IRS allowance of 50 cents per mile: 256 78%46 cents to 49.5 cents per mile: 17 5%36 cents to 45.5 cents per mile: 39 12%Less than 36 cents per mile: 11 3%

Frequency PercentLess than $301 per month: 3 3%$301 to $500 per month: 34 40%$501 to $800 per month: 40 47%More than $800 per month: 9 11%

Frequency PercentStraight cents per mile: 272 65%Flat amount per month: 90 22%Combination of cents per mile and a flat amount per month: 54 13%

Frequency PercentMore than 50 cents per mile: 1 0%The current IRS allowance of 50 cents per mile: 205 75%46 cents to 49.5 cents per mile: 27 10%36 cents to 45.5 cents per mile: 26 10%Less than 36 cents per mile: 13 5%

Frequency PercentLess than $301 per month: 5 6%$301 to $500 per month: 32 39%$501 to $800 per month: 41 49%More than $800 per month: 5 6%

Flat amount per month

EXPENSE ALLOWANCE PRACTICES - VEHICLES (PERSONAL VEHICLES)

What is the flat amount per month the company reimburses Sales Mgmt. Positions for business use of their own vehicle?

What is the combination of cents per mile and flat amount per month the company reimburses Sales Mgmt. Positions for business use of their own vehicle?

What is the straight cents per mile the company reimburses Sales Mgmt. Positions for business use of their own vehicle?

Straight cents per mile

What is the flat amount per month the company reimburses Outside Sales Positions for business use of their own vehicle?

How does the company reimburse Outside Sales Positions for business use of their own vehicle?

What is the straight cents per mile the company reimburses Outside Sales Positions for business use of their own vehicle?

Median: $500

N = 49

Does the company reimburse Sales Management and/or Outside Sales positions for business use of their personal vehicle?

How does the company reimburse Sales Mgmt. Positions for business use of their own vehicle?

Statistics Min: $0.07 Max: $0.51 Mean: $0.32 Median: $0.24

Min: $185 Max: $1300 Mean: $517

N = 49


Frequency Percent

Company pays 100% of vehicle insurance premium: 30 9%Company pays difference between personal and business use: 2 1%Company pays for specific coverage only: 8 3%Company pays deductible in case of accident: 4 1%Company pays nothing: 264 84%Other: 9 3%

Company pays 100% of vehicle insurance premium: 32 8%Company pays difference between personal and business use: 2 1%Company pays for specific coverage only: 8 2%Company pays deductible in case of accident: 3 1%Company pays nothing: 343 87%Other: 8 2%

Frequency Percent

Yes, the State minimum requirement: 148 47%Yes, different than State minimum requirement: 44 14%No: 126 40%

Yes, the State minimum requirement: 189 48%Yes, different than State minimum requirement: 50 13%No: 159 40%

Straight cents per mile

Flat amount per month

For vehicle insurance on Sales personnel owned or leased vehicles:


Does the company require Sales personnel to maintain a specified amount of insurance coverage?Sales Mgmt. Positions:

N = 51 Min: $200

What is the combination of cents per mile and flat amount per month the company reimburses Outside Sales Positions for business use of their own vehicle?

EXPENSE ALLOWANCE PRACTICES - VEHICLES (PERSONAL VEHICLES)



N = 51

Median: $0.40

Median: $475

Statistics

Max: $917 Mean: $489

Min: $0.09 Max: $0.50 Mean: $0.35




Frequency PercentLess than $51 per month: 3 1%$51 to $150 per month: 32 10%More than $150 per month: 7 2%Less than 80% per month: 2 1%80% to 89% per month: 1 0%90% to 99% per month: 2 1%100% per month: 275 85%

Frequency PercentNone: 182 50%Less than $50 per month: 9 2%$50 to $74 per month: 11 3%$75 or more per month: 19 5%All business related expenses, with a cap: 24 7%All business related expenses, with no cap: 57 16%Business use plus a percent of the base fee: 1 0%Total expense: 52 14%Percent of total expense: 8 2%


Frequency PercentLess than $51 per month: 5 2%$51 to $150 per month: 25 9%More than $150 per month: 12 4%Less than 80% per month: 2 1%80% to 89% per month: 0 0%90% to 99% per month: 3 1%100% per month: 238 84%

Frequency PercentNone: 177 51%Less than $50 per month: 13 4%$50 to $74 per month: 12 3%$75 or more per month: 15 4%All business related expenses, with a cap: 19 5%All business related expenses, with no cap: 53 15%Business use plus a percent of the base fee: 1 0%Total expense: 51 15%Percent of total expense: 8 2%

What portion of the monthly expense of business use of Sales Management's personal cell phone is reimbursed by the company, if any?

Does the company provide a cell phone to Outside Sales positions?

How much of the monthly expense for company-owned cell phones is assumed by thecompany for Outside Sales positions?

What portion of the monthly expense of business use of Outside Sales's personal cell phone is reimbursed by the company, if any?

How much of the monthly expense for company-owned cell phones is assumed by thecompany for Sales Management positions?

Does the Company have a formal cell phone policy for Sales Management and/or Outside Sales positions?

Does the company provide a cell phone to Sales Management positions?

EXPENSE ALLOWANCE PRACTICES - CELL PHONES


Frequency Percent

Pays reasonable expenses: 474 80%Pays established maximum: 26 4%Pays flat or fixed amount for given period: 5 1%Pays a percentage of expenses incurred: 1 0%Allowance determined by sales dollar volume: 0 0%Pays only when assigned and approved: 138 23%Does not apply: 20 3%

Pays reasonable expenses: 399 76%Pays established maximum: 29 6%Pays flat or fixed amount for given period: 7 1%Pays a percentage of expenses incurred: 0 0%Allowance determined by sales dollar volume: 0 0%Pays only when assigned and approved: 124 24%Does not apply: 34 7%

Frequency Percent

Pays reasonable expenses: 475 80%Pays established maximum per day for meals and lodging: 52 9%Pays established maximum for meals only: 19 3%Pays established maximum for lodging only: 2 0%Pays only when assigned and approved: 119 20%Does not apply: 7 1%

Pays reasonable expenses: 392 75%Pays established maximum per day for meals and lodging: 57 11%Pays established maximum for meals only: 13 2%Pays established maximum for lodging only: 2 0%Pays only when assigned and approved: 103 20%Does not apply: 28 5%

Frequency Percent

Yes: 36 6%No: 549 94%

Yes: 31 6%No: 485 94%

Frequency Percent

Yes: 12 2%No: 581 98%

Yes: 9 2%No: 514 98%

EXPENSE ALLOWANCE PRACTICES - LODGING / MEALS & TRAFFIC / PARKING VIOLATIONS



How does the company reimburse for entertainment expenses? (Multiple answers can total more than 100%)Sales Mgmt. Positions:


Does the company reimburse Sales personnel for parking violations when incurred on business?



How does the company reimburse for lodging and meal expenses? (Multiple answers can total more than 100%)Sales Mgmt. Positions:


Does the company reimburse Sales personnel for other traffic violations when incurred on business?


Frequency Percent

Bus and cab fares: 534 90%Car rental fees: 561 95%Parking fees: 569 96%Highway toll fees: 546 92%Laundry, dry cleaning, valet services (unlimited): 30 5%Laundry, dry cleaning, valet services (limited): 125 21%Gratuities: 490 83%Other incidental expenses: 336 57%Company does not reimburse / does not apply: 10 2%

Bus and cab fares: 438 84%Car rental fees: 466 89%Parking fees: 472 91%Highway toll fees: 461 89%Laundry, dry cleaning, valet services (unlimited): 17 3%Laundry, dry cleaning, valet services (limited): 92 18%Gratuities: 390 75%Other incidental expenses: 277 53%Company does not reimburse / does not apply: 33 6%

Frequency Percent

Limited to reasonable expenses: 286 49%Only when assigned and approved: 81 14%Receipts required for all reimbursed expenses: 343 59%Receipts required only for reimbursements over $25: 96 16%Company does not reimburse / does not apply: 10 2%

Limited to reasonable expenses: 224 44%Only when assigned and approved: 76 15%Receipts required for all reimbursed expenses: 298 58%Receipts required only for reimbursements over $25: 83 16%Company does not reimburse / does not apply: 30 6%


Which of the following policies/requirements apply for miscellaneous fees or expenses reimbursed by the company? (Multiple answers can total more than 100%)Sales Mgmt. Positions:



EXPENSE ALLOWANCE PRACTICES - INCIDENTAL OUT-OF-POCKET

Which of the following miscellaneous fees or expenses does the company reimburse?(Multiple answers can total more than 100%)


Frequency Percent

Total expense of a computer: 240 41%Partial expense of a computer: 9 2%Total expense of a fax machine: 153 26%Partial expense of a fax machine: 2 0%Total expense of a photocopier: 117 20%Partial expense of a photocopier : 4 1%No reimbursement / Does not apply: 328 56%

Total expense of a computer: 244 47%Partial expense of a computer: 8 2%Total expense of a fax machine: 159 31%Partial expense of a fax machine: 4 1%Total expense of a photocopier: 123 24%Partial expense of a photocopier : 6 1%No reimbursement / Does not apply: 249 48%

Frequency Percent

Company pays most economical fare: 484 82%Company pays business class: 77 13%Company pays first class, when determined by Company policy: 13 2%

Company has different policy for domestic vs. international flights: 50 8%No reimbursement / Does not apply: 17 3%

Company pays most economical fare: 413 79%Company pays business class: 57 11%Company pays first class, when determined by Company policy: 8 2%

Company has different policy for domestic vs. international flights: 46 9%No reimbursement / Does not apply: 37 7%

Frequency Percent

Yes: 39 7%Yes, partial: 10 2%No: 537 92%

Yes: 33 6%Yes, partial: 9 2%No: 473 92%

EXPENSE ALLOWANCE PRACTICES - HOME OFFICE

What home office equipment does the company reimburse for? (Multiple answers can total more than 100%)



AIR FARE AND FREQUENT FLYER PROGRAMS


What is the company policy for reimbursement of air fare expenses?Sales Mgmt. Positions:

Does the company require that trips earned from frequent flyer programs be returned to the company?Sales Mgmt. Positions:



Frequency Percent

Local: 134 23%State-wide: 126 22%Regional: 283 48%National: 255 43%North America (includes Canada and Mexico): 164 28%International: 173 30%

Local: 148 29%State-wide: 130 25%Regional: 315 61%National: 155 30%North America (includes Canada and Mexico): 84 16%International: 65 13%


Frequency Percent00.1% to 10.0% of sales force: 84 41%10.1% to 40.0% of sales force: 42 21%40.1% to 90.0% of sales force: 45 22%90.1% to 100.0% of sales force: 32 16%

Frequency PercentOn a commission basis : 191 94%On some other basis: 12 6%

Frequency Percent1.0% to 4.0% commission: 53 28%4.1% to 9.0% commission: 73 39%9.1% to 15.0% commission: 45 24%15.1% to 50.0% commission: 13 7%50.1% to 100.0% commission: 4 2%

What territory is covered by each of your sales positions? (Multiple answers can total more than 100%)

How does the company compensate Independent Sales Reps?

Do you use Independent Sales Representatives at your company?


What percent of the company's total sales force are Independent Sales Reps?

PART IV: TERRITORY COVERED


PART V: INDEPENDENT SALES REPRESENTATIVES

What is the average commission as a percent of sales for Independent Sales Reps compensated on a commission basis?


2011-sales eaa cover · 2010 / 2011 national sales ... (eaa) sponsored survey ... sales...

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